Emotions
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REMEMBER: The sales rep who fails to instill an impenetrable sense of their integrity with each prospect might as well ask their developer to stack up a pile of $100 bills equal to the average cost of the TS plan the developer sells so the rep can set it on fire and nonchalantly walk away.
Selling most anything of value involves buyer ‘emotions’ and one of the ‘emotions’ often overlooked is the sales guest’s perception of their rep’s integrity. The higher the price of any product or service the more each prospect will be judging that ‘trust’ factor (or lack thereof).
Additionally, establishing integrity during the sales process isn’t ‘automatic’ just because a developer may be a ‘Brand’ because if that were true (e.g.) Marriott reps would just explain the benefits and features, ask for the sale and when the objections hit only respond by saying (and I hear some do) ‘Hey, we’re Marriott’s…’ and then expect the prospects to ‘lay-down’ each and every time.
At the end of the day, it is the prospect’s perception of the rep that will make or break the ’sale’ and it is the Pro who understands and embraces that knowledge and demonstrates their integrity (trust) throughout the entire sales process who will laugh all the way to the bank.
TODAY’S VIDEO: Billy Joel – Honesty
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