Many leasing consultants click onto autopilot during a tour.
They know their property, product and prepared presentation. When it is time to show the common areas and the apartment or model, the babble begins. Often it reminds me of a wind-up doll taking off in a patterned movement and pace each time their key is wound up and released. While this technique is easy and safe for beginner consultants, it is ineffective in creating the necessary relationships that lead to increased sales.
Leasing consultants who know their product and presentation can now concentrate on new skills including customized, personalized tours and planned interaction with their prospect. Ask questions that get the client involved with the process and thinking how the apartment fits their needs.
What do you like best so far?
How would you arrange your furniture in this room?
Who gets the larger bedroom?
Additionally, questions that show you understand the moving process, including the related stress and disruption of routines, helps bond and build rapport with your prospect.
How are you feeling about the move…are you excited, nervous, anxious….?
Which of your friends offered first to help you move?
Will you have to take any time off work to get yourself moved in here?
Strategic questions help build strong sales relationships. Relationship selling involves focusing on the personalized features and benefits of your apartments, customized leasing information and an involved prospect who feels safe sharing their thoughts with you. Relationship selling helps your prospect feel at home. Superstar leasing consultants spend quality time creating relationships with true enthusiasm and conviction.
Enhance and advance your leasing presentation to include strategic questions and relationship-building dialogue and you will show your prospect that you understand and care about their situation. This FREE technique will increase your occupancy through increased sales and retention.