Sales & Leasing Tips 101

Sales Tips 101

1. When To Offer A Solution
This is easy. Try to offer a solution to the prospect's needs only AFTER you can specifically address WHY your apartment is best for them. Then, give them a custom response.

�You were looking for a two-bedroom overlooking the pool, right? Since you like to swim, a pool view is a great choice. This way you can see if the pool lap lanes are set up before going down.�

2. It's Okay To Ask For Feedback
During your sales presentation ASK for feedback. Some trainers may not want you to do this, as you may get a negative response (this apartment is too small). But think one step ahead. If the prospect tells you that the apartment is too small, just show them a larger one (if you have one) OR refer them to your sister community who DOES have one. Get it?

3. If You Have Other Products To Sell
(Like cable, high speed Internet, etc.)
Be careful on how you present any additional products. The prospect already feels like you "sold" them something, so present any upsells in a positive manner. For example, "Oh! And one more thing if this will make your move easier. Many of our residents take advantage of our utilities package. For $ ___ we'll take care of hooking up all of your utilities before you move in."

4. Think Big
Studies show that your customer is MORE likely to buy smaller things AFTER the big decision has been made. They are more likely to buy smaller.... rather than buy small THEN buy something bigger. So, make the sale of the apartment first, then sell your ancillary products.

5. When To Ask For Commitment
You need to ask for the sale. Period. And you also need to get permission to follow up. Upon giving you permission, the prospect then says it's okay for you to call them, email them or write them... whatever method you specify.

If you don't ask for permission, the prospect sees you as a pushy sales person. You also don't know the details of their personal lives... and you don't want to get them (or you) in trouble. Remember the example of the leasing consultant following up with a male prospect. His wife answered the phone and after learning what the call was about said, "Thanks for letting me know that my husband is leaving me."

Ask, ask, ask for permission before following up. Which leads to...

6. Before Following Up
Get a commitment from the customer that they will...
-read your sales material
-bring back his/her spouse
-have a coffee at the neighborhood Starbucks.
-WHATEVER!

This way when you make your follow up call you can ask, "Did you enjoy the Starbucks?"
Give the prospect some homework. This gives you a reason to call.

Prospects don't buy your products, they buy what your products and services will do for them.
-Zig Ziglar

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