REMEMBER WHAT IT TAKES TO BRING ABOUT A DECISION

One of the best ways to accomplish creation of perceived value is through a collection of human interest stories about people just like them who are current homeowners, and third-party testimonials from some of those people. The stronger you build perceived value, the greater the desire to have it. The greater the desire, the greater the fear of losing, which automatically creates a sense of urgency. The more heightened the sense of urgency, the more probable a positive decision. No urgency equals no action.

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QUALIFYING? I DON’T THINK SO

QUALIFYING ... sounds more like something a NASCAR driver does just before the big race, or what we all have to do when we’re trying to talk our friendly banker into a loan. But it’s not something that a top-notch sales person does. No, a truly successful sales person thinks a lot deeper than simply “qualifying a prospect”. He or she thinks more like a doctor diagnosing the patient’s illness, or a top-notch detective determining the clues that would solve the big case.

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