Christina Hoffmann has covered real estate and homeownership for two decades, including as REALTOR® Magazine managing editor and HouseLogic.com’s content manager, with added expertise as owner of a demanding 100-year-old house. She is currently a senior speech writer at NAR.
Always Be Closing--Warmly, of Course
November 1, 1997
Your closing skills can be measured, says Gregory M. Lousig-Nont, Ph.D., an industrial psychologist who has created a sales aptitude test to do just that.
Las Vegas--based Lousig-Nont & Associates’Sales Success Profile assesses salespeople's strengths and weaknesses in 13 areas, from interpersonal skills to overcoming objections. Your relative scores determine whether you're the ideal--a balanced aggressive closer(see “Portrait of a Balanced Closer”).
“Balanced closers don’t appear pushy and soften their aggressive style with a caring approach,” Lousig-Nont says.
If you're extremely aggressive, your closing score will be—not surprising—high, but both your polite-courteous and friendly-warm scores will be low. “These high-pressure people,” Lousig-Nont says, “aren’t good in positions where long-term repeat business is desired.”
The flip side, of course, is the noncloser who's friendly, polite, and courteous but won't ask for the sale.
Lousig-Nont (800/477-3211; in Nevada, 702/732-8000) sells Sales Success Profile tests and self-scoring software for a base price of $50 per test, which comes in packets of five. The company gives discounts for multiple orders.
Portrait of a Balanced Closer
Percentages indicate the ideal score in each category, according to the Lousig-Nont test. Higher scores are reflective of ideal balanced closers.
|Ability to close||95|
Senior Speech Writer
Notice: The information on this page may not be current. The archive is a collection of content previously published on one or more NAR web properties. Archive pages are not updated and may no longer be accurate. Users must independently verify the accuracy and currency of the information found here. The National Association of REALTORS® disclaims all liability for any loss or injury resulting from the use of the information or data found on this page.