The two tracks at the close of the Real Estate Personal Sale
The final goal of the Sale - close it - can be reached by two roads. One, the first, the most traditional, is one in which different closing techniques are used to close the sale. And the second. is one in which only one is used - the Rackham Closure - but it is the result of an effective work that is carried out throughout the previous process. Let's see them.
The two tracks at closing
To the specific subphase in which we try to obtain the commitment of the client regarding the offer of sale that is introduces you - to the closing phase of the operation - you can access it in two different ways:
1 Through the three stations indicated in the attached table. This is the proposal of the school of Rackham, among others. Or:
2 Directly, from any previous phase of the sales interview, once the objections that the prospect has been able to manifest have been solved, through the use of the so-called Closing Techniques. This is the classic way. For the supporters of this school the Closure would only have one subphase and would be given next - or even earlier, as we will see when talking about the early closing - of finishing the bid submission phase. For the latter the obtaining of the commitment of the potential client with the commercial seller, does not occur after the verification and resolution of the concerns that could have remained pending of other stages of the sale and of the summary of the decisive points, which, for the seconds, it is fundamental.
On the other hand, for those, the obtaining of the commitment, which in this orientation is called Closing of the Sale, takes place by means of a series of techniques generally called "closures" or " auctions. "
Both paths coincide, in the goal to achieve: the acceptance by the customer of the purchase of the good we offer; and they differ, in the formulas to be used in each case and in their conditions of application.
The classical school survives to the present and that of Rackham and others, fight to prevail.
For real estate sales, we propose l to Rackham orientation as it is considered more appropriate than classical orientation.
The path we will follow
However, despite our preferences, the study of Closing Techniques - the classical way - is not useless, but rather treasures estimable findings. That is why, although we ascribe ourselves to the Rackham school, in this series of articles we will dedicate a lot of space to the presentation of closing techniques. Basically for these two reasons:
1 That with uncomplicated clients, and minor amounts and risks, or in almost lost situations, they are still valid.
2 Because they provide verbal ability to the commercials that dominate them.
Follow with health!
Miguel Villarroya Martín, August 14, 2016/Madrid. Spain/Vpi.022/ventasgrandes.net
(1) Read the two previous articles where we show the normative origin of the Closure and its position within the sales method.
The Closing of the Real Estate Sale, in the Certificate of Professionalism
Situation of the Closing in the Method of the Real Estate Sales
(2) This text is a partial excerpt of the contents of my book: The Closing of Real Estate Sales . Editorial Finis Terrae. Galicia 2016 . Book in print process. The image used in this postcard is one of your images.