Determinants of Closing Success Among Residential Property Salespeople in Influencing Customer Trust and Purchase Decisions

Muhammad  Nakula Anjani Putra  Sadewa

doi:10.55681/economina.v5i9.3945

Authors

Muhammad Nakula Anjani Putra Sadewa Institut Teknologi Dan Bisnis Tuban, Indonesia

DOI:

https://doi.org/10.55681/economina.v5i9.3945

Keywords:

Adaptive Selling; Consultative Responsiveness; Effectiveness; Properties Selling; Sales Residential

Abstract

This study aims to examine the effects of adaptive selling, consultative selling, transparency, and responsiveness on closing success at PT Zanubah Saudara Properti. A mixed methods approach with an exploratory sequential design was employed, combining qualitative analysis using NVivo 12 Pro and quantitative analysis using PLS-SEM with SmartPLS. Qualitative data were collected through interviews and Focus Group Discussions, while quantitative data were obtained through customer questionnaires. The qualitative findings indicate that successful salespeople demonstrate effective communication, consistent follow-up, transparent product education, customer-oriented approaches, and adaptive selling behavior. However, the quantitative results reveal that adaptive selling, consultative selling, transparency, and responsiveness do not have significant effects on closing success. These findings suggest that closing success in the residential property industry is also influenced by external factors, including customers' financial capacity, mortgage approval, property legality, location, and family considerations in purchasing decisions.

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