by Joe McAuliffe | May 29, 2015 | Cup O' Joe, Salesmanship
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an...
by Joe McAuliffe | May 28, 2015 | Cup O' Joe, Salesmanship
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into...
by Joe McAuliffe | May 27, 2015 | Cup O' Joe, Salesmanship
The most common objection in any type of sale is the, “I’ll Think it Over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. How many...
by Joe McAuliffe | May 26, 2015 | Buyer & Seller Closes, Cup O' Joe, Seller Closes
Making the best decision regarding when to buy or sell is usually one of the most important life-changing decisions a person can make. Ben Franklin was considered both one of the most innovative inventors, and greatest statesman ever in the United States. When Ben had...
by Joe McAuliffe | May 25, 2015 | Buyer & Seller Closes, Cup O' Joe, Seller Closes
Every good agent knows that buyers and sellers won’t make a move without some sense of urgency. Most urgency is created by fear motivation. When people are afraid of losing out, they are much more likely to move forward. This is the principal, “The greatest...
by Joe McAuliffe | May 22, 2015 | Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes
Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward. You must determine what the real...
