Getting Acquainted…

Getting your prospect to talk more is the very key to delivering your best sales presentation.  Each tour and interaction should be unique. There is no one size fit all when it comes to sales.  In fact, you must also implement the rule of 80/20.  Which requires you to talk less and to listen more!  The customer of today is pretty savvy and has already done tons of research online prior to even visiting your apartment community.  Begin the conversation with a strong but humble introduction of yourself and then turn the focus on the prospects needs and wants.  Try a question such as, “Tell me what matters the most to you when choosing your new home?” This will surely get the conversation moving in the right direction.  Follow up with additional questions that begin with How, Which, Describe….  And you are off to a great start!  – Heather


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