With this close, you learn about the “Defer and Forget, or Let Me Make a Note of That.”
First tip: Carry a legal pad/folio with you. Nothing digital can really replace pen and paper when it comes to closes, and it comes into play with “Defer and Forget.” Carrying a legal pad with you is worth it’s weight in gold.
What you’re really saying here is, “Let’s not talk about that right now.” There are reasons why you want to do that during the sales process – you can pull this one out of your arsenal when you need to get back on track, or to defer having to deal with an objection at that exact moment. It can also be employed to get a buyer who has run off on a tangent back to the topic. Directing the conversation back to the deal saves you an enormous amount of time, and that’s a hallmark of being a good closer.
Find out where you can most effectively use that legal pad in this close! (Hint: write down the objection you discover and come back to it when you can resolve it.)
This series includes all of these closes:
- Alternative of Choice – The first close everyone should learn. Also known as “the appointment setting close.”
- Tie Down – Set your client up for a “yes” answer.
- Porcupine – Turn a negative around using this technique, get to the bottom of any objection your client may have, and get past it to the close.
- Questions are the Answer – aka “in your opinion…” – A twist on uncovering the reason behind an objection. If you’re asking the questions, you’re in control.
- Trial Balloon – Go from closings being a weakness in your business game to a strength with this tried-and-true method.
- Sharp Angle aka Trade-off – The Sharp Angle close isn’t always the best for real estate, but keep it in your back pocket – you never know.
- Direct Order – Tell the buyer or seller what you want them to do. Psst – here’s where confidence is your biggest asset.
- Hat in Hand – aka “Level with me” – Shelve your ego for a bit and humble yourself. It can go a long way toward that close.
- Jump Shift/Change Topic – This one requires some finesse, but with practice it can be highly effective.
- Assumptive – Just keep right on going on the assumption that they are going to do whatever it is you are trying to accomplish.
- Defer and forget – aka “Let me make a note of that.” – Basically, “Let’s not talk about that just now.”
- Just ask already! – Get over your shyness. Ask for the order, ask for their business, ask for their trust!
- Ben Franklin – This one CAN work, but it’s best on analytic thinkers. Help them weigh out the pros and cons
- Last Resort – Only after you have nothing to lose….”What the ___ do you want from me?”
- The most important close of all: “No, but I can get it.”
Do you have additional questions on this topic or want us to start a new discussion for FREE Broker School? Join the #freebrokerschool conversation – Leave your comments right here on our blog and continue the conversation. We want you to have any real estate tools you need at your disposal.
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