How does one sell something...??
Why does one buy something...??
The answers vary based on the perspective of each individual coupled with their personal experience. The pendulum swings from the 'strong arm' to the passive 'puppy dog' approach and to a wide array of 'techniques' in-between.
Books have been written, seminars are conducted, and huge marketing firms are forever trying to unravel the thought process behind a sale.
Most purchases are a mixture of NEED - marinated in DESIRE - and seasoned well with EMOTION - And A Secret Sauce Ingredient...
It is my personal opinion that I may truly NEED something, DESIRE it and be EMOTIONALLY invested in the purchase - YET - WALK AWAY when my internal alarm bells are ringing due to MISTRUST...
Have you ever watched a TV commercial that tugged on your heartstrings?
Or have you ever seen a billboard that lured you into a particular restaurant because it is familiar and comfortable to you? 
The basis of such advertising is TRUST...
I think most successful sales professionals have discovered that NEED, DESIRE and EMOTION are important to move a buyer forward into the 'consideration phase' - and the secret sauce ingredient is - TRUST.
Trusting that their agent has their best interest at heart will propel the buyer from uncertainty into SOLD.
Remember, Maria Sapio For All Your Real Estate Needs
(717) 226-6857
msapio@homesale.com
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