by Lesley Roberts | Nov 24, 2015 | Intelligent Selling
One of the big personal challenges to STOP ‘dumping’ all that you know about the development, the homes built and being, the local market – on the customer! The sales opportunity is not your time to show off all you know; it is the time to show your customer how much...
by Lesley Roberts | Nov 17, 2015 | Intelligent Selling
When talking to your customer, a ratio of 2:1 should be evident throughout; you doing half as much talking as the customer is! Remember to trade your information with your customers’. Your information is valuable to the customer and used well, can help the customer to...
by Lesley Roberts | Nov 10, 2015 | Intelligent Selling
Buying a home is a highly emotional event and if the customer has not been able to rationalise their understanding of the home you are presenting to them to buy, they will be less able to allow their emotions to be maximised. You need the customer’s desire for the...
by Lesley Roberts | Nov 3, 2015 | Intelligent Selling
We know that the beginning of the relationship with a customer is critical for all sorts of reasons: Within a very short time both of you will form opinions of each other Customers will vary according to how ready they are to make a buying decision Their previous...
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