3. Validate your clients’ answers
This is basically repeating and approving.
So you ask a client “What is important to you in your future home?”
They answer “We are looking for a place with 3 bedrooms, 2 baths, and a pool.”
You say “Excellent, so you are looking for a home with 3 bedrooms, 2 baths, and a pool.”
When you repeat back that answer using the communication tips mentioned above, you help take down that sales barrier!
Remember that people are comfortable doing business with people they can easily communicate with!
Everyone wants to feel validated, and this strategy helps the customer feel they are understood.
Build Rapport
Build that rapport using the steps I outlined above, and you’ll be on your way to setting more appointments!
Remember that you don’t necessarily become a master of all these steps overnight.
Be sure to take time to practice, and the great part is you can practice with just about any conversation!
If you’re feeling daring, you can even try the anti-rapport game so you can see what that gap in connection feels like.
Next Steps
Are you looking for ways to further improve your communications and appointment setting skills?
Coaching programs can help.
Sign up for your free coaching consultation here.
Be sure to go back and watch Part 1 and Part 2 of this series.
Remember your strategy matters, and now more than ever, your ability to get on the phone and set lots of appointments absolutely rules!
