It’s a Sales Technique Known as Disqualification


There are several noted ways to actually accumulate more prospects than you want.  And none of them involves cold calling.

In fact, the commission is higher.

So sales people who use one of these methods of prospecting actually test those who are their prospects to make certain that they meet their much higher than ordinary client qualifications.

Those who don’t are sent to another sales person who is competent, but who does not have strict client profile requirements.

And the cost to the client is substantially more.

Those who deal in very high priced properties often require the client to fund an advertising and marketing budget up front.  That is in addition to an agreed-on sales commission that, more often than not, is higher than 6%.

What if the prospective client barks?

So what happens when a client – a client who has prospected the salesperson – objects to the higher commission and to fronting the advertising and marketing budget?

“It rarely happens because of the way our relationship is set up from the beginning.  But when it does, I take it away from them.  I’ll say something like, ‘Well, different approaches are right for different people.  You may be more comfortable with a more conventional agent, somebody who spend Sunday after Sunday holding open houses, be around the office whenever you call, and not be so selective about taking clients.’  Then I pull out my address book and start to recommend a couple of ‘those kinds’ of agents.  The client invariably back pedals.”

That’s the sales technique of Disqualification.

WILLIAM S. CHERRY & NO COMPANY 
America’s Wealth Coach
972 677-7028

 

 

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BILL CHERRY

William S. Cherry & No Co., Wealth Coach

Dallas, TX

More about me…

William S. Cherry & No Co., Wealth Coach

Address: 9936 Windlake Circle, Suite 101, Dallas, Tx, 75238

Office Phone: (972) 677-7028

Email Me

This is the place where we discuss how to manage commissions from real estate sales so that you will accumulate wealth. Call me 972 677-7098 http://www.realtorwealthcoach.com


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