Other"He that questioneth much shall learn
much," said Francis Bacon. Nowhere in sales is that
statement truer than in the prospecting phase of selling. As part
of that strategy, let's examine a basic but important principle
of value-based selling.
There are eight questions that I used during my career in real estate to determine if a client would meet my standards. I will go through each question and explain why this question was important in making the decision of who to have as a client and who to pass on. 1. When is this prospect going to buy or sell? When is the prospect ready to move? The further out the move date, the lower the motivation of the prospect. You will have to follow-up more with the prospect and you will have to invest more time to achieve a sale if the moving date is far in the future. It is difficult to make a decent income. We at Valerie Fitzgerald and Associates realize that you are in the information gathering stage of your purchase and we respect your privacy. Should you have any questions, please feel free to email us at info@valeriefitzgerald.com or call us directly at 310-285-7515. If you or anyone you know is looking to buy or sell a home, please note that we can provide detailed information and access to Beverly Hills Homes for Sale Brentwood Homes for Sale Bel Air Homes for Sale Sunset Strip Homes for Sale Los Angeles Homes for Sale Santa Monica Homes for Sale Malibu Homes for Sale You can count on the services of Valerie Fitzgerald and Associates to provide you with information you can trust. |
You
need to create a systemized approach to determine if a prospect
measures up to your specific criteria. This approach needs to be
applied each and every time you come in contact with a prospect.
I believe it doesn't matter where the prospect comes from; he needs
to be evaluated based on a standard. Even if the prospect is a referral
from a "Raving Fan," he still needs to meet the standard.
If the prospect does not meet the standard, I would encourage you
to gracefully decline the potential business.
|
