Joe 's Blog

head_left_image

Sell Yourself to Prospects - Be a Great Listener

 


 

Joe Gonzalez
Branch Manager
1st Metropolitan Mortgage
Phone: 610-351-7510
Fax: 610-351-7810
jgonzalez@1stmetro.net
www.1stmetropolitan.net
 

No matter what type of business you are in, your prospect has the option to select from a variety of competitors within the same marketplace. You must set yourself apart from your rivals, and it all starts by having the ability to listen attentively to each and every new prospect. You must hone in on what their needs are and what their idea of great customer service is.

Have you ever been interested in a product that seemed superior in every aspect, but you just didn't like the pushy salesperson? Learn from their bad example! Let your prospects do the talking, and pay attention to what they have to say. Give the prospect an opportunity to reveal their hot buttons, and provide insight regarding their likes and dislikes. Build common ground by asking them about their hobbies and special interests. Ask them about their favorite TV shows or sports teams.

Remember the adage coined by Mike McNight: "People don't really care how much you know until they know how much you care." Your expertise will fall into play only after the foundation for building a relationship has been established.

Look for details that can spark questions. If you meet in a clients home, details will become immediately apparent. If your meet at your office, look for class or wedding rings, even clothing, that might inspire them to disclose more information about themselves.

Once you've struck a chord, you can present your product or service with more confidence. Instead of saying things like, "If you choose to do business with me," try saying something along the lines of, "When you sign the papers..." This is positive, but not overly pushy. Reiterate their hot buttons, confirming that you listened carefully to what they had to say, and you know what their end goal is. Make it clear that you wish to help them achieve that goal.

Don't be afraid to assume the sale or the next point of contact. Consider the approach your dentist takes. He doesn't ask if you'd like a check-up in six months; he has you schedule it while you're in his office! Make sure you and your staff provide exemplary service every step of the way to prove your commitment to this new client.

Stay tuned for more Business Boosters coming your way!


For help or questions contact:

Joe Gonzalez

Senior Loan Consultant -  NMLS #126036
GMH Mortgage Services, LLC
625 W. Ridge Pike, Building C, Suite 100 | Conshohocken, PA  19428 | Direct: 610-355-8039 |  Cell: 610-739-6563

FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia

This material is non-exclusively licensed to Joe Gonzalez and may not be copied, reproduced, or sold in any form whatsoever. Copyright ©2006-2014, Bring the Blog. All rights reserved. Terms of Service.
Comment balloon 3 commentsJoe Gonzalez • May 27 2008 07:21AM
Sell Yourself to Prospects - Be a Great Listener
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net.. more
Devon - Fantastic Location - This One Won't Last!!
share
Search our FREE REAL ESTATE Database!!! Great location nestled in among the trees with views from the deck of the yard below and the trees above. 0. 81 acre lot. Being sold "As-Is". Quiet cul-de-sac road. Bright sunny home… more
Amazing Colonial Home - This One Won't Last!!
share
Narrow Down YOUR SEARCH! Find EXACTLY WHAT YOU’RE LOOKING FOR HERE! Highland Village, this new and final section is at the top of Highland Blvd. This model is the Fernwood Classic this home is… more
Should I Stay or Should I Go? - 5 Reasons Why Employees Leave
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net .. more
Daily Rate Lock Advisory
share
This week brings us the release of only three pieces of economic news in addition to the minutes from the last FOMC meeting. Only one of those three can be… more
Interest Rates - When is the Best Time to Lock?
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net &… more
Knowing When to Say No - Position Yourself to Work with High-End…
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net .. more
Personal Note Cards Send Out the Personal Touch
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net &… more
Creating Your Image - First Impressions Make an Impact
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net &… more
Marketing to the Better Half - Don't Leave Spouses Out of the Equation
share
Joe Gonzalez Branch Manager 1st Metropolitan Mortgage Phone: 610-351-7510 Fax: 610-351-7810 jgonzalez@1stmetro. net www. 1stmetropolitan. net &… more