subject: 17 Highly-Guarded Strategies to Close Every Sale - Strategy 12 - You're Right About That [print this page] When the realtor that showed me the home that Christie and I currently live in asked me, "So, what do you like best about the house?" I actually said, "I absolutely love the view. I am so close to the course that I can actually chat with the golfers." We wanted a view where we could see the sunset. That was really important to us. I also liked the pool, but the view was the selling point. However, there were other things in the home that we didn't like, and we knew that we were going to have to remodel the majority of the house.
In my situation, I negotiated a great price with the realtor due to the fact that we did like something really great about house. But let me show you how the "You're right about that" strategy would have worked for the realtor. After I told the realtor my thoughts about the view, he should have said: "John and Christie, you're absolutely right about that. That is a gorgeous view and the sunsets are absolutely spectacular."
Why would it benefit the realtor to make that statement during the sales process? He would have enhanced the one very thing that we absolutely loved about the house. Let me give you another example. You are in car sales and your buyer just drove the new BMW 5 series. You
can tell that she absolutely loves the car, but has some price objections. After the test drive, you ask her "What do you like best about the car?" She says something like "I love the way that it drives." Your response begins with "You're right about that." Then you expound upon the unique driving style of the car and what she really likes best about it.
You see, we are moving through the successful sales process:
Opening
Presentation
Asking, "What do you like best about it?"
Listening to their answer
Agreeing with the buyer with "You're right about that"
Focusing on the strengths of the product, service, business, etc.
Closing the sale with the paperwork that you have already prepared
Ultimately, creating a long-term relationship
Strategy #12 Champion Tip: Use "You're right about that" enhance what the buyer really likes about the product.
17 Highly-Guarded Strategies to Close Every Sale - Strategy 12 - You're Right About That
