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Hear Your Real Estate Blog Articles As They Happen: 01/24/2012
Hear Your Real Estate Blog Articles As They Happen
By Jim Cronin on The Real Estate Tomato blog.
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This it the 2nd in a series of blog articles inspired by Good Earth Tea® quotes.
“The first duty of love is to listen.”
Paul Tillich 1886-1965
One of the best, first lessons I learned in my growth as a salesperson was to sell with your ears.
Listening to your client is not only courteous and appreciated behavior, but it gives you a chance to really understand their needs. When you client is considering making a major financial decision, and you as the salesperson, you do all the talking, 2 things usually happen that spoil the relationship.
One of the best, first lessons I learned in my growth as a salesperson was to sell with your ears.
1. Your client feels like you are just forcing them into your pitch – that this experience is just another cookie cutter event for you, and them.
2. You fail to have the chance at understanding what the client’s objections are – objections that could have been overcome.
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Don't sell objections to customers! I cannot tell you how many times I hear agents overcoming objections that they brought up rather than the customer.