As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers.
Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.
David Sandler said, “sales is not a place to get your emotional needs met,” yet salespeople still force their prospects into “relationship building” chatter that ends up damaging their chances of closing.
The global pandemic forced the buyer/seller relationship online, dramatically accelerating a trend toward digitization of the buying process that was already in place.
To support a consistently full funnel one mindset to take is thinking of our clients as prospects. By shifting our mindset that way we create two primary payoffs.
Our clients are smart people who sometime, like us, make bad decisions. They could be using bad data, misinterpreting good data to fit their hypothesis or relying on a heuristic for a mental short cut.
Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.
