by Joe McAuliffe | Aug 12, 2015 | Blog, Cup O' Joe, Salesmanship
2015 SALESMANSHIP Confidentiality is Key When representing buyers and sellers in real estate, the issue of confidentiality must not be overlooked. Generally speaking, people don’t like to have their finances or personal situation become an open book for all the...
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...
by Joe McAuliffe | Jun 1, 2015 | Cup O' Joe, Salesmanship
Reducing an objection to the ridiculous can be a great approach to use with a buyer or seller that is putting too much emphasis on one concern. It is especially helpful with price objection. This close involves taking a big number and minimizing it so it is much...
by Joe McAuliffe | May 29, 2015 | Cup O' Joe, Salesmanship
A common mistake that many agents make when dealing with buyers and sellers occurs when a client asks a buying question. An example of a closing question would be the following: A buyer asks, “do you think the seller would take $260,000?” This can be an...
by Joe McAuliffe | May 28, 2015 | Cup O' Joe, Salesmanship
Quite often, when a buyer or seller identifies a genuine objection, they place an over-weighted emphasis on what that objection means to them. By asking your client to clarify the importance of the objection, it helps put the importance of that one item into...
by Joe McAuliffe | May 27, 2015 | Cup O' Joe, Salesmanship
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 get out of having to make an immediate decision. How many...
