2016 Buyer Close: The “I’m Getting Old” Close

by Joe McAuliffe | Feb 1, 2016 | Buyer Closes, Cup O' Joe

  2016 Buyer Close The “I’m Getting Old” Close After years of buyers being conditioned to focus exclusively on price, we are finally beginning to see buyers focusing on what’s important, the quality of life.  This is a welcomed change, but is a change that is...

2015 Buyer and Seller Closes- The “I’ll Think it Over” Close

by Joe McAuliffe | Aug 25, 2015 | Blog, Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Seller Closes

2015 BUYER AND SELLER CLOSES The “I’ll Think it Over” Close The most common objection in any type of sale is the, “I’ll think it over” objection.  People in a selling situation are more likely to use this statement against the salesman as a way to...

2015 Salesmanship Close – Answer a Question with a Question

by Joe McAuliffe | Jun 2, 2015 | Blog, Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes

Answer a Question with a Question As agents, we’re well aware of the fact that it’s never easy for our buyers and sellers to commit to contract involving hundreds of thousands of dollars. Sometimes taking a leadership role with your clients involves putting pressure...

Salesmanship Close – Get Your Buyer or Seller into the Habit of Saying No

by Joe McAuliffe | May 22, 2015 | Buyer & Seller Closes, Buyer Closes, Cup O' Joe, Salesmanship, Seller Closes

Many times, when you’re working with buyers and sellers, they may throw out a smoke screen by not letting you know what the real objection is. In some cases, they don’t even know why they aren’t willing to move forward.   You must determine what the real...

Closing the Sale – The “If You Were to Buy (or Sell) Today” Close

by Joe McAuliffe | Dec 12, 2014 | Buyer Closes, Cup O' Joe

 Closing the Sale – The “If You Were to Buy (or Sell) Today” Close A widely accepted belief and Metamorphosis key principal of success states that: “People learn through spaced-repetition.” In other words, when you hear or do something over and over again, it...

Closing the Sale – Use the Six-Shooter Strategy to Close

by Joe McAuliffe | Nov 13, 2014 | Buyer & Seller Closes, Buyer Closes, Cup O' Joe

2014 Closing the Sale – Use the Six-Shooter Strategy to Close There’s an old expression in sales that states: “Selling doesn’t begin until you get your first NO.” The sales profession pays extremely well because you have to be more than a customer...