One of the most challenging aspects for many sales consultants is mastering the art of closing the sale. Consultants can become hesitant when it comes time to book in a second appointment or asking for a fee simply because asking for money is always a little awkward.
Meet Hotondo Homes’ National Sales Manager, Fred Abu-Elias
Fred believes the biggest reason a consultant will avoid asking for a fee is because they’re scared.
“Majority of the time it will come down to fear, they’re scared to ask for the next appointment or a fee at the risk of rejection,” Fred said.
“The reality is if you’ve followed a strong sales process, closing the sale should not be that challenging and the chances of being rejected are very slim.”
According to Fred, the biggest issues with closing the sale arise much earlier in the sales process. One major aspect of any sales process is building trust and rapport with a client, which can take quite a bit of time depending on their personality.
“Our clients are on the brink of making the biggest investment of their life and building a home for their family, it’s an emotional ride.” he said.
By taking the time to build a strong and trustworthy relationship with your client in the early stages, there is a much greater chance they will choose to build with you. During this stage consultants should be asking as many questions as possible to discover the needs of the client and instilling trust within the business.
In order to successfully close a sale, consultants should follow a strong and effective sales process. Hotondo Homes’ 5 steps of selling requires consultants to develop a relationship with each potential client and conduct an in-depth needs analysis and deliver a strong and tailored sales pitch before attempting to close the sale.
“Our process provides all Hotondo Homes’ consultants with the tools and framework they need to turn every lead into a sale,” Fred said.
“If they have the relationship, the trust and the right offering, then it’s pretty likely they will make the sale.”
Fred firmly believes by following a strong sales process you have undoubtedly earnt the right to ask for a fee or to book a follow up appointment.
Hotondo Homes franchise owners and sales consultants have the ability to attend regular sales training to develop a strong understanding of the 5 steps of selling and master the art of selling.
Click here for more information on franchising with Hotondo Homes.