2015 SALESMANSHIP The Psychology of Selling-Find a Way We are all well aware of the fact that greatest limitations are self-imposed. Yet, during negotiations most agents will try several logical approaches then get frustrated when none of them work. They’ll conclude that reaching an agreement is unlikely. As soon as an agent begins to question […]
2015 Buyer and Seller Considerations- Mastering Seller Arguments: Ask the Right Question
2015 BUYER AND SELLER CONSIDERATIONS Mastering Seller Arguments: Ask the Right Question There are literally dozens of arguments that can be used to motivate sellers to: List now, Price reduce or successfully negotiate an offer to purchase. The proper presentation of strong seller arguments involves four steps: The Fact, or issue, the impact on the seller, […]
2015 Salesmanship- Confidentiality is Key
2015 SALESMANSHIP Confidentiality is Key When representing buyers and sellers in real estate, the issue of confidentiality must not be overlooked. Generally speaking, people don’t like to have their finances or personal situation become an open book for all the world to see. This is why it’s so important that a trusted real estate advisor […]
2015 Salesmanship Close – Answer a Question with a Question
Answer a Question with a Question As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure on them to take the next logical step. The Half Nelson […]
2015 Salesmanship Close – Do Without Your Daily Latte
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much easier to swallow. For example, a buyer […]
2015 Salesmanship Close – Respond with a Question to Close
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an ideal opportunity to use a trial close. A trial […]
2015 Salesmanship Close – Are Your Clients Placing an Overweighed Emphasis in Objections?
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into perspective. Use the following script to apply this close: “I want […]
2015 Salesmanship Close – Getting Your Client to Make an Immediate Decision
The most common objection in any type of sale is the, “I’ll Think it Over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. How many times have you as an agent attempted to contact […]
Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real objection is with your buyer or seller. By […]
Salesmanship: Take the Shots by Asking Questions
Many broker owners project that as much as 50% of the calls that come into their offices (excluding agent calls), are from buyers who purchase property locally within the next twelve months. If this is true and the average price of a home is $300,000, it would mean that every other call has the […]