©Copyright 2012 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 30th January 2012 


 
CLOSING STUCK SALES!

Quote for the week

" Where there's too much greed, nothing gets agreed."

Ian Keightley

Sometimes we get stuck closing a listing, closing an element of the listing, such as marketing, closing  a sale or completing an agreement. This can be particularly frustrating, especially when you have done all the work and now you can't move it forward because one of the parties won't budge.

To move it forward, you need to know why they are stuck where they are;

Do they simply not understand this is how it is, where it is?

Do they need more facts?

Have they some facts you don't have?

Is there a better offer you don't know about?

Is somebody sabotaging the deal?

Do they understand the benefits of moving forward? i.e. Is their motivation real?

Do they understand the consequences of staying where they are? (Motivation again).

Are they just greedy? Maybe that's a consequence of poor market education?

If it is just greed, then it's often not agreed.

Solution: find a new client. Aah the relief!

Have a TRULY AWESOME WEEK.

I have 4 days at the special rate of $1250+gst left. Want a boost for your team early in 2012, then grab this special rate. Call me direct on 021 968 108 or send me a message and I will call you.

Looking for Prospecting and Listing Listings ideas?

Check out the videos at www.salescoach.co.nz

Salescoach and Ian Keightley provide this information FREE. I have no control over how you interpret, change, adapt or use any of these ideas. As a Licensee under REAA or in any other trade, you are solely responsible for the use of any of the ideas and strategies we share with you.