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Tuesday, October 7, 2008

Don’t Tell Them What You Know Until You Find Out What They Need

Sometimes words come out of my mouth and I think “that is the perfect way to say that.” At other times I know that I need to put a little more explanation behind what I am saying. This title of this blog is not self explanatory, at least not when it comes to leasing more apartments. So many times I hear a Leasing Professional jumping right in at the start of a leasing presentation and “data dumping” on a future resident. Instead of taking the time to find out what the customer needs in a new apartment home they start telling them about the apartment. At this point the consultant might as well be saying “blah, blah, blah.” The customer is really not going to remember much of what they are saying because it does not mean anything to them. To make the things Leasing Professionals say more meaningful they should start by asking what the customer is looking for. Questions such as “what is important to you in your new home?” and “are there any special features you are looking for in your new home?” will draw out information about your customer that you will make it so much easier to make what you are saying about the apartment so much more memorable. Now when you discuss the apartment and it’s attributes you can say something like “Our living rooms have a 14 foot wall which should be big enough for your oversized couch and end tables.” Wait to tell them what you know until you can link it to what they need.

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3 Comments:

Blogger Administrator said...

This post has been removed by the author.

October 7, 2008 2:50 PM  
Blogger Brian said...

Kate,

I preach the same with my sales team every week. You are 100% correct in that if you don’t ask the right questions you will never know what your potential customer is really looking for.

I love the new site.

October 11, 2008 9:33 AM  
OpenID kategood12 said...

Thanks Brian. There are more great postings coming to my blog. Be sure to check back soon.

November 5, 2008 8:32 PM  

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