real estate sales: We’re hard-wired to resist sales pitches
- 05/14/17 12:28 PM
Think about it - when you can see that someone is working hard to sell you something, don't you shut down? Even when you agree to an appointment with someone to hear all about what they had to offer, don’t you set up a shield of resistance? Most of us do. Why? Because we want to make our own decisions. None of us wants to feel like we’ve been pushed or coerced into doing something – even when it’s something we want to do. That’s why, as a sales person, you have to walk a fine line. If you never … (15 comments)
real estate sales: A Philosophical question – do you SELL real estate?
- 11/16/16 04:46 AM
Today’s mail brought a message from Wendy Weiss, “The Queen of Cold Calling.” She wrote that many sales people tell her that they do not sell. They don’t want to be labeled as sales people. Why? Because the connotation (to them) is negative. It speaks of manipulation, dishonesty, and lack of ethics. She disagrees, and went on to say that she had looked up the word “sell” along with variations on the word “salesman.” All of the definitions she found spoke of persuasion. For instance, “Sales talk” was defined as “a line of reasoning or argument intended to persuade someone to buy something.” The … (16 comments)
real estate sales: Do you ever think about what you're Really selling?
- 03/02/08 05:04 PM
Maybe you think you're selling houses, but that's not really it. For a few buyers and sellers it is - For instance if your seller is a mortgage company or a home builder - and if your buyer is a business person looking for a house to flip, or a landlord looking for a house to use as a rental. But most of the time, depending upon your niche, you're selling structures that house families. There's more to them than just "A house." That's one reason some find it so difficult to understand when their home won't bring the highest price in … (2 comments)
real estate sales: How to Win Customers and Make Sales Through Brilliant Conversation
- 02/14/08 04:28 PM
Brilliant conversationalists are much sought after as guests at parties, as best friends, and as professionals to turn to when in need of assistance. Their clients and friends not only appreciate them but send them referral business. How do they do it? Very easily. I promise you can learn the technique in the next 5 minutes. Training yourself to use it may take a little practice, however. You may be thinking "I could never become brilliant at conversation, I'm way too shy." Yes you can. In fact, your chances are much better than those of your more outgoing friends, because you … (15 comments)
Think about it - when you can see that someone is working hard to sell you something, don't you shut down? Even when you agree to an appointment with someone to hear all about what they had to offer, don’t you set up a shield of resistance? Most of us do. 
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