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| Closing Tips |
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Closes That Really Work
Closing begins the moment the guest walks into your door. It is a process that has many different layers, all of which help make the closing process easier.
Persistence Wears Down Resistance
- Summary Close
To effectively use this close simply reiterate all your guest hot buttons.
Example:
"So from what you told me you are looking for a one bedroom, downstairs, with fireplace, washer/ dryer connections, and has a great view. This apartment seemed to have everything you are looking for. Don't you agree?
- The Yes-Yes Close
To use this close ask questions you are sure to get affirmative answers to.
Example:
You mentioned having a pantry in the kitchen is a very important factor to have in your next apartment. Isn't it great that this kitchen has a pantry?
- The Alternate Choice Close
Assume your guest is going to lease and give them a choice to make.
Example:
"Would you like to reserve the one by the clubhouse or the one that overlooks the courtyard?
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