Closing the sale is a crucial moment for leasing professionals. It can be the difference between sealing the deal and losing a potential tenant. In this blog post, we will explore six effective sales closing techniques that leasing professionals can utilize to increase their success rates and confidently close deals. These techniques are based on proven strategies and tips from reputable sources like HubSpot and Sprout Marketing.
Urgency Close:
Creating a sense of urgency is a powerful technique to encourage prospects to take action promptly. Offer time-limited incentives such as discounts, special offers, or added benefits for signing the lease within a specific timeframe. By doing so, you motivate potential tenants to make a decision quickly to avoid missing out on valuable opportunities.
Example: “If you sign the lease within the next 48 hours, we’ll offer you a 10% discount on the first three months’ rent. Don’t miss this fantastic opportunity to secure your dream apartment!”
If This, Then That Close:
This technique involves using conditional statements to present potential tenants with desirable outcomes based on their preferences or needs. Tailor your offer to address their specific requirements and showcase how your property meets their criteria.
Example: “If you’re looking for a pet-friendly community with modern amenities, then our apartment complex is the perfect fit for you. Imagine the convenience of having a dog park just steps away from your doorstep!”
Direct Close:
The direct close is a straightforward approach where you confidently ask for the sale. This technique works well when you have built a strong rapport with the prospect and addressed any objections they might have.
Example: “Based on what we’ve discussed, it seems like our property meets all your requirements. Are you ready to proceed with signing the lease today?”
Small Close Leading to the Big Close:
Instead of pushing for the final decision immediately, use a series of smaller closes to build momentum towards the ultimate goal of signing the lease. For instance, ask the prospect if they are comfortable with the location, amenities, and floor plan before proceeding to the lease agreement.
Example: “Let’s start by completing the application form, and once we finalize the details, we can move on to the lease agreement. Sound good?”
24-Hour Close:
The 24-hour close adds a sense of immediacy to the sales process. Offer a time-sensitive benefit or a special deal that is only valid for the next 24 hours, encouraging the prospect to make a quick decision.
Example: “As a limited-time offer, if you apply for the lease within the next 24 hours, we’ll include a complimentary parking space for the first six months.”
Counselor Close:
The counselor close involves positioning yourself as an advisor who genuinely cares about the prospect’s needs. By understanding their preferences and concerns, you can offer personalized solutions that align with their lifestyle and requirements.
Example: “I want to ensure that you find the perfect home that suits your needs and preferences. Let’s discuss any remaining questions or concerns you may have, so we can make the best decision together.”
As a leasing professional, mastering these six sales closing techniques will significantly enhance your ability to close deals successfully. Remember that building trust, understanding customer needs, and using effective communication are key elements of a successful sales process.
By incorporating these techniques into your approach, you’ll be well-equipped to confidently guide prospects towards signing the lease, ultimately leading to increased success in your leasing career.
