Leasing Tip of the Day: Seal the Deal Smoothly!

Leasing Tip of the Day: Seal the Deal Smoothly!

Traditional sales programs often teach you to ‘overcome’ objections with memorized scripts. But let’s flip the script on that approach! If you’ve been following the right steps, asking insightful questions, and truly listening to your prospects, closing the deal should feel like a natural progression.

Expect a bit of wrestling – it’s a good sign! When a prospect lingers after a showing, challenging your property’s merits, guess what? He’s interested! He wouldn’t be sticking around if he wasn’t serious. Instead of trying to ‘overcome’ his objections, validate his concerns and dive deeper into the conversation.

For example, if he says, “Your center doesn’t have a lot of traffic,” agree and ask, “How do you get your business? Is it foot traffic, or do you have another method?” These objections are often phantom concerns, a way to slow the process and make you negotiate with yourself.

Stay confident. Agree with the objections and ask more questions. If he mentions a previous restaurant failure, respond with, “I’m guessing you know why they didn’t make it…” Similar businesses will know why their competition failed.

Prepare mentally and physically to handle objections and close the deal. Present your LOI with options that address concerns, empowering your prospect to make a choice. For instance, say, “Here’s the paperwork. You’ll see it covers your concern with options X or Y. Which do you prefer?”

By following this approach, you create a smooth, natural path to closing the deal.