When it comes to selling mortgages to potential customers, it is important to get to know who they are and what they need. The only successful way to do this is to get them to talk to you.
When approaching a potential customer it may be hard to get the customer?s attention never mind getting them to sit down and have a good conversation with you.
Most of the time people do not want to deal with the challenge of a sales pitch of someone that is trying to sell a mortgage to them. They are not going to appreciate being bothered like this unless the mortgage product being sold meets their needs and financial situation.
If you can get and keep your customers talking to you, you might have a chance at figuring out what their needs are for a specific mortgage product you have to offer. You may also be able to talk about the different mortgage products and what they could do for them.
Getting someone to talk is not going to be as difficult as you would think.
Some people really love to talk about their work, what they do, family life and even their dog.
If you can talk to a person and introduce whom you are and then get brushed off, you may want to think about saying something like this, ? Sorry to bother you, but can I ask what you do for a living??
Usually you can get the person to open up to you and find out what they do. Once this happens you can get them to talk more and say something like ? how did you get started with that type of interesting work??
Ask them how long they have been at the same job. Once you get them motivated to talk to you, it may be easier to find out more of what you want to know. This would be their need.
The best thing now is that your customer is talking to you and you need to listen. You have to be able to lead the conversation and take it in all directions.
Listening to your customer will help you try and match up what they need with the items that you are selling. If you get them speaking to you, do not get discouraged if you do not make the sale right away. You have to keep working towards it and build up a good relationship with them.
Just remember that most people really like to talk about who they are, what they do and their interests.
Do not be afraid to ask questions and build up great relationships for your mortgage sales.