Listing Closing Process

Purpose

This procedure details the actions for the Sales Consultant to obtain the agreement of the Prospective Seller to list the property. This procedure starts when the Sales Consultant has finished the sales presentation and ends when the Prospective Seller agrees to the sales listing or declines.

This procedure applies to all sales presentations.

Procedure

This procedure provides the best script for closing on a sales listing. It allows the Prospective Seller to ask for more information, raise objections and decide on the sales listing without pressure.

If you pressure a client to list when they do not really want to, the client is likely to become an unmotivated seller who will waste your time for no reward.

Sales Consultant

• Asks the Prospective Seller for feedback about the sales presentation, both their thoughts and feelings. Asks open questions (that require more than yes or no). Uses the words ‘Tell me …’,      ‘Describe …’, ‘What …’. The client has been listening for some time. Lets them outflow and      describe their viewpoint.
• Asks the Prospective Seller if they have questions or areas of concern. This invites the client to      give their objections.
• Answers the objections and adjusts the sales listing proposal if necessary.
• Invites the Prospective Seller to proceed with the sales listing.