If you ask the same person that previously turned you down if they want the specific benefits the products or services you're selling will provide them, you will most likely receive a positive answer. They may give you a hard time about the prices you are charging, but in most cases, the answer will be a "yes."
People are not interested in products, but they are interested in the benefits the products will provide them. It makes sense then that when you are making a presentation, don't emphasize products.
Rather, you should talk in terms of specific benefits, and how those benefits apply directly to the particular prospect in front of you at the time.
Each person is different, and each person has his or her own reasons for buying or not buying. And each person will buy for his or her own reasons - not yours or anyone else's.
If you try to sell them for any reason other than their own, you run the risk of turning them off or otherwise alienating them, which usually ends up destroying the sale you are trying to make, as well as any future sales.
Trying to figure out why people make certain decisions can be a complicated, even frustrating process at best. But an understanding of basic buying motives can make your job much easier.
Based on Achieving Rock Star Status, Copyright 2010, Tom & Gina Branch | Photo licensed from iStockPhoto
Tom Branch and Gina Branch, The Branch Team with RE/MAX Dallas Suburbs, service the greater North Dallas suburbs including Dallas, Plano, Allen, McKinney, Frisco, Lewisville, and Carrollton. While Gina concentrates on traditional listings and buyer/tenant representation, Tom specializes in assisting distressed homeowners to avoid foreclosure. Tom and Gina have published two books (Achieving Rock Star Status and The Field Guide to Short Sales) and are available for speaking engagements in the greater Dallas - Fort Worth Metroplex. Subscribe to The Branch Team Blog.
Copyright 2009-2012 - The Branch Team
The Branch Team - Texas Real Estate Broker 547597 | Team Members are Texas Licensed Real Estate Professionals
Tom Branch - National Mortgage Licensing System 341963
Important Notice: The Branch Team with RE/MAX Dallas Suburbs is not associated with the government, and our service is not approved by the government or your lender. Even if you accept this offer and use our service, your lender may not agree to change your loan. If you stop paying your mortgage, you could lose your home and damage your credit rating.
All information provided is deemed reliable but is not guaranteed and should be independently verified. Properties subject to prior sale or rental.
