Some of the most common sales questions I hear from agents are all fixed with one simple solution.
The questions like…
– Why am I getting ghosted after meeting with a new lead?
– What do I say when I follow up with my leads?
– What do I do next in the process?
There are so many more.
The solution is simple. Set next steps…. but I’ll be more specific.
Set Crystal Clear Next Steps (that they agree to).
That last part is important. If the lead you’re talking to doesn’t agree to the next steps, you need to handle that NOW.
This will prevent you from getting ghosted and not knowing what to say or do next.
Good news… this is simple and easy.
If you know me at all, I try to build our sales processes to be as simple and easy as possible. I’ll share the framework that I use to create our sales process for setting next steps.
– Have 2-3 different options that you (or your agents) can offer the consumer
– These options will range from (most valuable & hardest to commit to) to (least valuable & easiest to commit to)
– Create your sales script for each of them using the bullet point method
Name each of the options
For example, our 3 options for home buyers are as follows…
1. Buyer Strategy Session
2. Window Shopping
3. Market Update & Stay in touch (working on the name)
The sales script for each of these will take some work on your part, but if you’re a successful agent, you already know what to say.
Here is the bullet point method.
“Based on everything you’ve shared with me so far.. Here is what I do for all my clients in your position, we call it a [name of your solution]. We cover:
– 2nd most valuable point
– 3rd most valuable point
– 1st most valuable point (always end with your highest value point & use no more than 3)
Would it be a bad idea to set up [time of the appointment, ex. 30 minute] time to go through it?” [ask a negative question so NO is the answer we want]
Obviously, the exact verbiage will depend on how you sell, but this is the general framework.
Now you’ll be able to make the sales script for each of your options. Once you have this done. Use them based on what your lead has shared with you. If you’re doing a good job clarifying (closer framework), you’ll be able to match the correct solution based on where they’re at in the process.
This is a very simplified version, but I have a full training of it that I published in the Start to Finish Community. Feel free to copy and paste ours into your business.