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how we manage a buyer
1. ESTABLISH TRUST FIRST, 3. PEOPLE MAKE DECISIONS
SELL SECOND (OR THIRD EMOTIONALLY.
OR FOURTH) They decide based on a feeling,
Loyalty and trust are the need, or emotion, not through a
foundation of every business logical thought process. That’s
relationship. Knowing customer why intangible benefits are the
pain points and core needs keys topersuasion.
allows you to become a trusted
partner instead of just an We constantly probed and
agent selling a house. Establish trained on “What is the
confidence and trust. emotional hot button here?”
2. SELL SOLUTIONS, 4. PEOPLE LOOK FOR VALUE.
NOT PRODUCTS Value is not a fixed number.
People come to our homes Value is relative to what you’re
opens because they have a selling, what others are asking,
problem that needs to be what the buyer is used to
solved. But, often, they don’t paying, how badly the buyer
clearly understand what they wants it, and how the buyer
want or need. It’s our job to be perceives the difference
the expert. Asking the right between your home and others.
questions makes selling an
ongoing conversation about You must demonstrate a value
customer needs.
that seems to be equal to or
greater than the asking price.
The greater the value relative to
the price, the more likely
people are to buy.
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