Pedro is about to show Mr. Juan the room. Enter first and, with proud gestures, spread your arms and breathe in enthusiastically before speaking.
- Come in, come in. You will see that the room is as I said: perfectly circular, harmonious and open.
So it was, in addition to having six doors equidistant from each other. Which Mr. Juan observed.
-I see. And with a lot of doors.
Pedro, a little upset, turns to look at Mr. Juan.
–The truth –Comments Mr. Juan, going back towards the door through which they entered, now with the intention of leaving– is that something smaller was waiting for her.
Pedro, quickly surrounds Mr. Juan, reaches the door and closes it decisively. As he releases the handle, his mind chooses the best argument to counter the objection.
- You must bear in mind that it is unfurnished. The effect of the vacuum makes it look bigger.
–I understand. But, on the other hand, Mr. Juan says somewhat impatiently, it has no windows; only doors.
Pedro starts to sweat a little. He looks for a way to get out of this problem and, suddenly, he observes that Mr. Juan fixes his gaze on the door adjacent to the previous one, like a prisoner who recognizes a way out.
At the precise moment, Pedro comes up with a defense and lunges with effortless concealment on this second gate, like a soccer goalkeeper on the ball.
"Which is an advantage," Pedro resolves, closing this other door. The advantage is that the bright climate you are looking for will be achieved with exclusively artificial lighting, without changes in the shadows due to the passing of the hours.
Mr. Juan watches Pedro. His shirt came off with the stretch, he thinks.
While Pedro sneakily fixes his appearance, Mr. Juan starts walking in the opposite direction, towards the other door next to the first one.
The noise of the shoes on the ground makes Pedro snort and worry.
"What is he thinking now?" He mutters in a low voice.
"Excuse me, but it is not the color of the walls that I imagined," says Mr. Juan with a shrug as he casts his fleeting gaze on the third door.
Pedro, anguished, is afraid because he doubts that he will have time to reach the door to close it, so he blocks himself and shouts:
-Wait! We can fix the color, ”says Pedro with a slight slight as he goes to the door with the intention of closing it as well.
Mr. Juan turns his head towards Pedro, looks at him patiently and chases him with his watchful eyes as Pedro walks heavily toward the door. He arrives and closes it.
A silence takes over the room. Pedro turns on himself and observes that there are still three doors open in the room. He feels tired, he looks like a mouse spinning on his drum, but not moving in the right direction.
"It can be fixed," he repeats.
-Mr. Pedro, –replies Mr. Juan as he goes slowly to the fourth door– I am sure that you will agree that it is convenient for us to close the deal today. Don't you think Mr. Pedro?
Pedro looks at him with restrained joy and, thoughtlessly, follows in Mr. Juan's footsteps as he responds.
-Clear! Clear.
"So," continues Mr. Juan, now closing the door in front of them, "I understand that when he says that it can be fixed, he means that he will paint it a different color free of charge, isn't that right, Mr. Pedro?"
-Well, if you are willing to sign today, then… -
–Good, good, however… –Mr. Juan laments while stroking his chin with his right hand.
"However…" Pedro answers with a broken voice.
–However, we have not discussed the form of payment. –Completes Mr. Juan, heading towards the penultimate door.
-That is not a problem. We have a free advisory service to ensure that the mortgage coverage is 100%.
"Very good," Mr. Juan says resolutely. Then you must know, Mr. Pedro, that since I am going to pay in cash, you will not have to assume that advice, right?
Pedro, who, smelling the closure, has difficulty listening, does not notice Mr. Juan's intentions. Therefore, answer with the obvious answer.
-Yes Yes of course.
Mr. Juan takes the handle with his left hand and closes the penultimate door slowly.
He then looks defiantly at Pedro and then, after looking towards the last open door of the room, puts his arm around Pedro's shoulders and invites him to walk to the only exit left in the room while he concludes:
-Mr. Pedro, I see that all the topics have been closed. In a circumstance like this, in which it is not necessary to involve third parties at all, you will agree with me that it is normal for me to ask you for a 15% discount.
Pedro, with eyes of surprise and disappointment, articulates his lips to answer. But he doesn't have time, and Mr. Juan continues talking while, before leaving the room for good, he makes a slight stop and looks at Pedro.
–However, Mr. Pedro, I will sign right now with only a 10% discount, or with an 8% discount and the deed at your expense.
The two people leave the room and close the door behind them. The room is dark, indifferent, like a theater stage after a performance.
Each sale has its room full of doors. If we do not make sure to close all of them before accompanying the client through the last one, he will have so many doors through which to escape that we will not be able to direct the sale directly, having to take other more tortuous paths and close the exits at a glance.
Make sure you ask the right questions to find out what the buyer needs. And then, match each of your advantages with each of those needs and close the doors. One by one
Here's a script as an example: Didn't you tell me you want it big? Well it is big (closed door); Didn't you tell me you want it blue? Well, it's blue (door closed); Didn't you tell me you want it good? Well, it's good (door closed). All the above being correct, if we understand each other in the price, do you accept?
Each door is an objection that can be foreseen and that we must work on until the client sees the agreement and seats it, even verbally, with the help of the small partial closures.
The closing itself, that is, requesting the order, is an instant in time if all the doors are closed well except one, which is usually the price, and here a conclusion is proposed, which is usually an alternative choice.
The closure is a long impossible if we let the room have so many doors open that there is no way to guide the buyer through it without escaping.
Use the room as an ally if you don't want to suffer it as an enemy.
