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CRE sales involve monitoring listings, prospects, and transactions at a variety of stages. It’s always desirable to speed up the process wherever possible, and how we find and deal with prospects is one area where much can be done.

Identifying potential customers could be a full-time job. The tools we use for this task have become much more efficient, and careful utilization will cut the time spent on this task considerably. Everything from developing and maintaining prospect lists to interacting with contacts and accomplishing routine tasks can be expedited with digital tools and platforms.

Automate the routine

Every firm has repetitive tasks that are critical to operations but are draining time that could be better spent on less routine work. Wherever possible, it’s good practice to automate these tasks, which might include data entry, contact maintenance, or research.

A good CRM platform can manage many of these tasks, distributing data across a variety of applications and eliminating the need for redundant data entry.

Digital document signing is also a major time-saver. Tools can be used to quickly produce routine invoices and forms. Making it possible for clients to sign contracts on any device streamlines the sales cycle tremendously, eliminating the back-and-forth that often occurs when paper copies are used.

Set goals for each conversation

Create a clear goal for every call and interaction. That way you and the prospect are working together and know where you’re going. For example, the goal for a call might be to identify the client’s priorities for office space. Having this goal keeps things focused and results in a clear accomplishment at the end of the call. The prospect feels heard, and both parties have benefitted from the call.

Get beneath the surface to understand the client

On any sales call, there are naturally obstacles that the client will suggest. Investigate what’s behind prospects’ objections. Rather than minimizing the barriers to the sale, dig into them and help solve the problem. If you can help the prospect to get around these barriers, you become more of a partner and less of a salesperson.

An effective way to prepare for this is to thoroughly research your prospects so that you have some insight into their challenges and goals. In CRE, knowing a few details about the prospect’s status with regards to mortgage can help determine when the time is right to make contact, and knowing who is responsible for specific decisions in an organization also saves time. Prospect Now provides this sort of detail for millions of property owners.

Respect the time of the Prospect

Be clear and upfront about anticipated costs. No one likes to be hit with surprises after investing considerable time into a process. Show respect for the prospect’s time by letting them know critical information as early as possible. It will save you time as well.

Be someone you’d like to do business with

Share your expertise, but don’t push. Make yourself valuable to the prospect, whether there’s an immediate sale anticipated or not. This is a long-term strategy that will pay off, and it’s a good way to do business.