A lot of people in commercial real estate have trouble with the fact that they have to make prospecting cold calls each and every day. Without prospecting calls you simply would not have enough listings; that is a fact and it also will hold back your commissions and income. So get over it and obtain on with it.
You have to make the telephone calls no matter how long you will be in the industry. More calls mean more business. It is the simple secret to sales along with listing success. The more people you speak to, the more meetings you receive and eventually the much more business you generate.
What I will accomplish here is detail the most frequent problems that sales people have making cold calls to commercial real-estate prospects. It helps you to understand that you’ll be not alone in doing cold calls and battling the prospecting system.
The issues and challenges are:
Finding the right time for you to make the calls daily. Things get in the best way and the diary has pressures you feel you must attend to before you start your cold calling. Never let your journal prevent you making cold calls. This is a golden rule that should not be broken for any reason.
Knowing just what to state is a real challenge for most. The way around this is to start to read a book aloud after you rise each morning for approximately 20 minutes, it will lift your current verbal intelligence and help greatly using your call reluctance.
Getting past the gatekeepers and secretaries is usually a frequent problem. The gatekeepers are there for the reason that business or manager wants these to filter the calls. Be polite at just about all times. Respect the gatekeeper and ask when you can send an email or fax to the right person.
Knowing just who to call and get for? This is always challenging and it does mean that you must prepare for your cell phone calls. The best way to accomplish this is to create the call list each evening for the next day.
Getting telephone numbers. Sure telephone numbers for many business leaders and investors are hard to find, so do not halt your processes simply for this reason. Make lots of effortless calls in between the nearly impossible to find numbers. Momentum in more important than accuracy inside the early stages of the cold call routine. Use the business telephone book on your area and start talking to all the business management and managers.
Using a script or the thought you must is a challenge for a few. Understand this; scripts do not work with the simple reason actually scripts. Everyone knows when a call centre is doing a pitch. You are better than the call centre, and you know your work and do you know what to say, you just need exercise. Your focus should be to generate a conversation, not to do the pitch. The conversation will cause an appointment if you experience a genuine property need on the part of the prospect. You cannot sell or pitch commercial real estate property over the telephone; it is too sophisticated.
Building trust over ringing is really important. The trust process above the telephone is essential to obtain meetings. As mentioned earlier, drop the pitch and make the call. Be a great conversationalist and ask if you’re able to help the prospect. If there is a need then create a meeting.
Handling objections on the telephone is a problem but really should not be so. Objections are hurdles presented by each other. They are there for just a reason that only your partner knows. You best response is to acknowledge the objection, respect it, but do not problem it. Go back to simple fact of need. Ask the prospect when you can be of any help with or in property. Understand this, there are many prospects that just need to converse more to help the objection go away completely. The best salespeople converse; they do not message.
Confidence and control are the keys in terms of making lots of chilly calls and prospecting. Build these as particular traits and strengths in your sales career; the results you achieve will be significant
Ari Galper, the World’s #1 Sales Trainer and expert on trust-based cold calling, is the creator of Unlock The Game?, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s cold calling approach at http://www.unlockthegame.com.au/.