Here’s another item from my vault of “Sales Conversation Secrets”. It’s called the “Better Than I Do Technique”. There’s lots of applications.
For example when recommending a Price Reduction…
Seller: I don’t want to reduce the price right now, it’s only been three weeks.
Agent: I understand Mr./Mrs. Seller… at the same time, the facts explain it better than I do. Let me show you what I mean…
The last three sales in our area for homes similar to yours have come in under $400,000. All three sales are under $400K. We are missing the best part of the market.
There’s nothing wrong with your home, we just need to make it more appealing by reducing your price to $399,000. Let’s go ahead and do that, okay?
This approach solidifies the value of the details you are revealing. It helps your customer understand that you have removed emotion from the decision and replaced it with the all-important logic.
It can be used for many situations… FSBOs, your listing presentation, preventing a buyer from lowballing, etc. Just remember to point out that… “The facts explain it better than I do…”. Practice it a couple of times and you’ll find it flows very nicely. NO Excuses. Bruce
AAA as your rep is.