Closing a Deal

Closing a deal is the most important step of a property sale. Just like with selling a car, you need to maintain a motivated, optimistic, and cheerful attitude if you want to close a deal. Any signs of anxiety or negativity seen from you will lower the buyer’s resolve to purchase your property. Furthermore, even if the buyer irritates you and makes you want to rip out your hair, maintain a happy smile and professional etiquette. Any small mistake on your part can easily make the difference between whether you are able to close the deal or not.

After getting over formalities, you need to keep asking the buyer if they want to buy. In fact, an average sale is completed after five consecutive refusals. Once you obtain your first yes, keep asking so that you get about three total yeses by asking indirect questions. An example is, "How soon would you like a key made?” These indirect questions will help you build momentum towards that final close. It will help build a foundation by which you can easily bounce back from in case your buyer suddenly starts to become uncertain about whether they really want to purchase the property.

Last, make sure you are constantly writing on your purchase contract. Most buyers will not stop you, even if they are feeling uncertain. Once again, this amounts to building momentum. I personally have discovered that once I am done with the paperwork, nearly every client goes ahead and signs. It is not that you are trapping them, it is simply that you are pushing the process forward and by doing such, you are slowly breaking any resolve that they may have to stop the close from happening.

Remember that closing a deal is a process that takes several steps. By practicing and continually working to improve your sales ability, you will reach far better success in your future closes.