Have you ever been convinced by your child that they should be permitted to do something that you believe should not be done?
I have seen many cases where the parents were actually being told by their children what to do. The reason I have seen that is because they don't take no for an answer. That's the first step.
The second step is why they should not take "NO" for an answer?
You can't just simply say "NO" without explaining your reasoning and have powerful reasoning as to why your way or your product is "VALUABLE". You can't sell anything without any value.
Value for you may not be value for them.
Just because you believe that your product is valuable is not enough, so you have to know what "VALUE" they are looking for and know if your product supplies that type of "VALUE". So that means you have to ask questions.
What questions do you ask?
You have to ask questions that will tell you what it is "Motivating" them to sell (obviously if there is no motivation then they really don't want to sell).
What do you have to offer to them?
Now that you have dug deep and you know what it is that they consider "Value" and what is "Motivating" them to sell, you show them what you have to offer, according to what they have told you. Important note-only offer what they "Value" and what would "Motivate" them to sell. If you begin to sell more services then you will be like a typical salesperson and you will not be credible.
Why are typical salesmen not credible?
Salesmen are not credible because they don't "Listen". In our business we have to be listeners and then answer questions. A great salesperson is a great problem solver and not just a "Talker".
So in conclusion, if you are knocking on a door and the owner tells you that he isn't going to sell, you agree with him/her and that you understand their "Concern". (you didn't take "NO" for an answer).
But, "why is it that you don't want to sell Mr/Mrs. Seller?" (does he/she have any motivation to sell?)
Whether it is a bad experience or you want to make money doing it him/herself?
"How is it that you will sell it yourself Mr/Mrs Seller?" (What are they doing to sell their home?)
"What do you think will sell your home?" (What value are they looking for?)
"Can you give me the opportunity to show you the reason why I believe you desperately need my services?" (I have great value, let me show you)
"Do you have any questions or concerns about my services?" (What other values do you want?)
"Do you agree that my services will definitely get your home sold for the least amount of time and for the most amount of money?" (did you understand all that I have to offer?)
"Great, then lets get started on selling your home, please sign on the dotted line." (you are officially closed).
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