Know when to stop talking
In our experience, a difficult skill set to master is the ability to stop talking. It is something we must consciously work on. In our opinion, we are not the only real estate agent that could use improvement in this area.
Salespeople love to talk. But there comes a time, when we must stop talking. We need to stop talking so that:
- The customer can reflect on the information we just provided.
- The customer can ask questions.
- The customer can say, yes.
We also need to stop talking so that we can improve another part of our technique, our listening skills. It is by listening to the customer’s comments, questions and objections, that we can determine the correct path to satisfying the customers’ needs and goals.