The paperwork is signed and deposit money committed, so it’s time to celebrate that commission, right?
Don’t celebrate your sale too soon because an important part of the close called the “button–up,” and it is often overlooked. You want to make sure your new client is happy with their decision because most people are not decision makers. This often causes them to experience remorse. The salesperson needs to test the strength of the client’s decision.
Here’s how to do that. Once the client has signed the paperwork, sit back in your seat and ask:
“Now that you made your decision on this great investment, tell me again what is it about this property you like the most?”
If the client responds with a squeamish reaction or a flat answer, this is a red flag that the sale isn’t solid. This is the opportunity to dig deeper into why there is no excitement. Respond with:
“Mr. Client, I have to say, I was expecting a more enthusiastic response to this question. Do you think we should slow down as making an investment such as this should not be rushed? Unless this property feels right for you, we may want to keep looking until I find something that excites you more.”
Pause and wait for a comment. If there is a long delay or there is no answer, there is a problem so you will need to get them to reaffirm their decision. Say something like:
“Let’s discuss what you are thinking. Is there something about your situation that I don’t understand? We don’t want to move forward unless this is right for you.”
The goal is to get the Client talking. Most of the time, it’s fear or uncertainty that they made the right decision that is blocking their joy. It’s the salesperson’s job to unblock this fear. I
f the property is truly not right for the Client, it’s better to determine this now rather than later. Remember the key to building a business is creating relationships, so if you sense there is something more that is causing the lack of enthusiasm than fear of making a wrong decision, it's best to walk away from a sale that will unravel now, so that you can focus your energy on finding something the prospect will be enthusiastic about in the near future. This is an important step in creating positive relationships with your clients.
