by Joe McAuliffe | Nov 11, 2011 | Cup O' Joe, Salesmanship
Name: _______________________________________________ Current Address: _____________________________________________________________________ Home Phone: __________________ Cell Phone: __________________ Office: ___________________ Email Address:...
by Joe McAuliffe | Nov 10, 2011 | Cup O' Joe, Salesmanship
Buyer Strategic Brief Name: _________________________________________________________ Current Address: _____________________________________________________________ Home Phone: _________________Â Â Cell Phone: _____________Â Office: ________________ Email Address:...
by Joe McAuliffe | Oct 19, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship
Psychology 101 includes the discussion on Maslow’s Hierarchy of Needs. According to Maslow, there are 5 levels of human needs shaped in the form of a triangle (see the chart attached). Before each level can be reached, the preceding level must be met first. In other...
by Joe McAuliffe | Sep 30, 2011 | Cup O' Joe, Salesmanship
One of the most fundamental principles of salesmanship is creating urgency. Without it, there is little or no motivation for a buyer or seller to take action. Think about it. As a buyer if there is nothing to lose by waiting why not buy later as opposed to right...
by Joe McAuliffe | Sep 13, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship, Seller Closes
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection.  This close involves taking a big number and minimizing it so it is much...
by Joe McAuliffe | Sep 6, 2011 | Buyer & Seller Closes, Cup O' Joe, Salesmanship, Seller Closes
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...
