Apartment Leasing: Selling benefits to overcome fear

Would you agree that sales is part and parcel showcasing just enough benefit to overcome another’s fear
of making a decision? I mean people by nature are afraid to make decisions and
many go so far as to put the burden on others. How many times have you made your potential resident’s mind for them? I think it was Tony Robbins that said you will make a decision when the
pain of not making it outweighs the pain of making it: the pleasure and
pain principle. That said, it is incumbent upon us to bridge that gap between fear and comfort in the leasing process.

I am interested in hearing your strategies for getting prospects over that hump in the apartment leasing process. I am especially interested in hearing the strategies for getting Mr. and Mrs. Silent to speak up. You know the prospects I am speaking of; the ones that are so scared out of their mind that they can’t even mumble word. I never did learn how to do that.

Drop us a comment as I think it will benefit the entire community of readers, especially given the current economic environment. You better believe that people all over the country are becoming more hyper-sensitive in their decision making processes. You better believe fear is going to be the biggest factor you sale against in 2009 and the better part of 2010.

In the mean time check out this great post by Seth Godin.