RULES TO TALKING TO APARTMENT OWNERS

[Jason Malabute]

I learned some important rules when cold calling apartment owners:

1) always agree (we already know this)

2) always leave prospect in a good mood 

3) keep them out of no, in maybe, and moving towards yes

4) if they say no to your offer offer them something else

The number one rule in sales is to always agree.The worst thing you can do in sales is disagree with the prospect because when you disagree with someone it ruins rapport and the road to the close  holts.The whole purpose of sales is to get to the close.

Always keep the conversation a positive vibe. Don't keep pushing the wrong product. You want to keep the conversation positive and upbeat because you want to avoid the DNC list as much as possible. One of the best way to do this is to build commonalities and show empathy to the prospect. Apartment owners are humans first. Build a connection by showing that you share same interests as them and show empathy on pain points they might be facing.

   Lastly, if your original offer gets rejected by the prospect don't keep pushing your offer. For example, if the prospect is not interested in selling their building do not keep asking if you can buy their property every time they talk to you. Instead, ask them what value you can add to them. Better yet notice silent triggers of pain points the prospect might be facing and connect them with a vendor from your network that can solve their pain points.

By doing this it will let the interaction have a longer life span and will keep you top of mind when it it is time to sell their property.