When
discussing the importance of closing, some
people mistakenly think we mean asking for the
check five minutes into the presentation. What
we do mean is that it's extremely important
that we ask for some kind of a commitment.
Closing is a process. Don't allow yourself
to think of it as an event. It's always in the
works. Closing includes everything from
agreement to another appointment, a phone
follow-up, an opportunity to talk to another
family member, a home visit, or a trial stay,
as well as the actual deposit move-in.
Advancing the sale means that you are
gradually leading the prospect step by step
toward the final close in a manner and
timeframe that is appropriate for the
situation. Otherwise, neither you nor the
prospect knows what to expect next and there's
tension and possibly resistance.
So determine today to never let another one
"get away" without advancing the
sale.
