By Becky Batista with The Yarco Companies
The mind is a powerful force. Think about the power of positive thinking.
There was a girl I went to high school with who always got the cute, popular
guys. Curious thing was, she was not very pretty by most standards. I made up my mind to study her to try to figure out what she had that the other girls didn't. Simply put, SHE believed she was beautiful. As a result, she carried herself like a beautiful, confident girl and sold it!
Fast forward twenty years, give or take a few. I had taken a position in Vegas as a dreaded telemarketer. Talk about a hard, thankless job! I have a little competitive edge about me and I wanted desperately to succeed, so I positioned myself to sit beside the guy who was the top salesman. Everyone
around us was making a sale every fifteen or twenty minutes, and this guy was cold selling nearly every call. What kind of mojo did he have that the others didn't possess?
Well...it's a practice called assuming the sale. It's pretty much exactly the
way it sounds. When you're talking to a prospective customer, or in our case a prospective resident, you use language that sounds as though you are assuming that they will rent. Remember the girl from high school? She believed she was beautiful, so she made others believe it too. It's no different in business. If you convince the prospect you believe something, you make them believe it too! It might sound something like this, "Let me show you your apartment." You are sending a message subconsciously to the prospectthat you it's assumed they are renting. "This is your living room, and just look at your kitchen!". You are causing the prospect to envision themselves living there. "You're going to be so happy here!". You are imputing a positive emotion that they will remember when they think about their visit.
Now let's look at the flip side. The differences are subtle, but they make a huge difference. "Let me show you an apartment." It may or may not be theirs. There's no assumption that they will be renting. "This is the living
room and this is the kitchen over here." They are busy surveying the floor
plan, but not imagining themselves there. "So, do you like it?" or "What do you think?". You've just transferred the control of the conversation back to them and opened the floor for a negative reaction or comment.
Be confident in your product. Know your product. Assume that the prospect WANTS your product. You will set the stage for a successful close every time.
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