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REMEMBER: There are often many sales mistakes made during the sales presentation that ‘lose the deal’. Those range from (e.g.) the failure to listen well to the sales guest to sounding too mechanical, etc. But there is another costly error, and that is the failure to let the prospect know a little personal info about the rep.
And that is more than just mentioning being married, having children, belonging to a church, an association, or serving in the Armed Forces, etc.
That sort of information is important and should be shared but keeping in mind that soon the prospect is going to be asked to commit to tens of thousands of dollars, they also need to know that they are also dealing with a ‘professional’ who (in most jurisdictions) is licensed, etc.
It is never a bad idea to briefly explain to each prospect about that background check the rep may have had to endure in order to get ‘hired’ and that the rep had to attend an approved school and pass the State ‘test’ to get that Real Estate (or TS Agent) license, along with any other requirements that may be imposed such as ‘continued-education’ requirements.
By sharing that (very) important information with each prospect, the credibility of the rep and developer will be further enhanced because each sales guest will fully understand they are dealing with a trained and licensed professional. By doing this each time the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Stevie Nicks – Talk to Me
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