3 Sales Skills You Need to Improve Lead Conversion | #TomFerryShow Episode 125

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Today I’m going to talk to you about three primary skills everyone needs if you want to convert more of those leads into appointments and ultimately contracts.

If you’re having trouble closing you might be missing these three things…

Building Rapport

Three primary skills you need to improve your lead conversion are building rapport, quality for motivation, and closing.

The #1 and probably most important thing that I see more and more people missing is the art of building rapport.

Imagine a time in your life where you were not in rapport with someone.

That awkward moment where you’re sitting across the table and you’re looking at your phone and their looking at their phone and you are not saying anything.

Imagine if you knew exactly what to do to break the ice to really get to what matters most.

The most basic thing I follow and do every single time I want to build rapport is to mirror them.

We know that people prefer to do business with people just like them.

If I want to be in rapport, I’m going to use the same language they use.

I’m going to speak with the same pace and the same tempo.

If you want to convert more leads, you have to get out of yourself and get in the moment with the client.

I’m listening for their pace and tempo because it’s going to give me insight on whether they are visual, auditory, or kinesthetic in their communication.

I listen for the words that they use, their pace, their volume and their tonality.

You can take just a little bit of their cadence; pay attention to their volume, use their language, by mirroring them.

And what happens my friends, is that we build rapport within the first 60 seconds.

The moment we break rapport we break trust.

Ask Qualifying Questions

The next step if you want to up your conversions is to ask more qualifying questions.

If you want to ultimately convert and book an appointment, you need to know their motive for action.

You need to know what’s important to them, what their timing is, what’s their financial situation, etc.

The next step is to find out if they qualify for motivation.

Asking them certain questions can help you find out just how motivated they are to sell their home.

Here are 10 questions you could ask:

  1. Tell me what you’d like to do.
  2. Where are you looking?
  3. Why are you selling (x)?
  4. What’s the why behind it, what’s the motivation?
  5. What’s your timing?
  6. Who else is involved in the process?
  7. What’s your Plan B, in case it doesn’t happen in (time frame)?
  8. Have you met with a lender?
  9. What price range would you like?
  10. What’s important to you in the agent you choose to represent you?

Always Be Closing

The bottom line is no transactions happen until we get an appointment.

So we need to have multiple different closes to handle objections.

Closing Statements

  1. Let’s go ahead and schedule an appointment.
  2. Are mornings or afternoons better for you?
  3. You told me (X,Y,Z) and in order to achieve your goals, lets schedule an appointment on (date & time).
  4. All I need is 15 minutes. If I can show you the obvious advantages of both your time & money, could it be worth 15 min of your time?

The bottom line is this my friends.

It’s not leads.

It’s YOU, it’s YOUR ability to convert and YOUR ability to build rapport with a wide variety of people.

Make sure you click here to download your script book and start improving your lead conversions today!

Tom Ferry By Design, Brooklyn, NY

 

 

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