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How to welcome and receive your customer

This week I want to encourage you to give the customer a great experience from the first introduction.  When you meet them for the first time you have the opportunity to take control of the conversation, to gain their personal details and enter them on the database as...

‘Solve’ Then Sell

Being the best you can be in your role requires you to ‘Solve before you Sell’. Solve then Sell is all about selling with structure, staging the events necessary to inspire a customer to make a buying decision – are you doing that? We know that a sales approach...

Creating Value for the Customer

When customers who can buy don’t, use your skills and knowledge to dig deep and try to find out the real reason. If they perceive the house to be too pricey then this has less to do with the actual price and much more to do with the perception of value you have...