Closing a sale is fundamentally the most important step in the sales process. It is an extension of all the other steps. If you want to close consistently, you should be proficient in all the phases of selling new homes. The first move towards sharpening your closing skills is to improve your selling skills. All the other steps should be executed in a timely manner to close a sale. Your ability to discover, qualify and understand the critical areas of questioning leads you to a more successful closing.

The main technique is to convince the customer to say “Yes”. The more your customer says, “Yes” the harder it will be to say, “No”. You have to make your customer agree that your homesites, homes, location, community, financing and builder satisfy what is most important to them. Your sales presentation should be strong – ask affirmative question or tie-downs throughout your sales presentation especially during discovery. Basically, a tie-down question is a question that asks for an agreement. Consider using tie-down questions such as:

The best sales strategy is to lead customers into minor decisions, isn’t it? You can politely influence them to node their head in agreement, can’t you? This specific strategy will lead to a perfect closing, don’t you agree?

You have to judge your customer’s mindset throughout the entire sales presentation. You should know what he/she is thinking and how he/she is reacting seeing a homesite, house or a piece of land. You can ask trial close questions to figure out what he/she has in mind. A trial question requires the prospect to make a conditional commitment. For example, you might ask “If you were to make a decision on buying this house today, do you prefer white or oak cabinets?” “You have seen several homesites today. Do you prefer the one on Carl Hooper Street or Withering Court?” “If you decide to purchase this one, which room would you choose as your master bedroom?”

If your customer answers any of these questions, you are moving towards a partial close. Your customer hasn’t bought the house but he/she has made decision on the color of the cabinets, location of the water garden and master bedroom. Each response itself represents a partial decision. When all decisions are combined, you could rightfully ask for the order. But if a customer fails to decide on a homesite, location or community, you can gather his/her minor decisions and ask him/her to go for a particular home which has most of the things he/she wants. You need to deal your customer tactfully to make sure he/she gets what he/she wants and you get what you want.