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It doesn’t matter what you like…
It’s amazing how many times I hear sales executives say to prospects, “I really like this next home we’re going to see. I can’t wait to show it to ;you! I love the floor plan and the view is incredible!”
The agent enthusiastically shows the home and the prospect is very nice, even voices a few compliments about the home, but at the end of the day leaves and doesn’t buy anything. What happened?
What happened is that in many cases the prospect did NOT like the home, but didn’t feel comfortable telling the agent they actually hated the home the agent loved!
Instead, I suggest as you show each home, wait and see how the prospect responds. If the prospect does not like a home, or voices a lot of negatives, say, “I didn’t think you would like it. Let’s go.”
When you find a home they get excited about, THEN you reinforce their feelings by sharing your excitement and maybe saying something to the effect, “I I knew you would like this one!”
It’s not about you and what you like. It’s all about THEM and WHAT THEY LIKE!
Next time, don’t shoot yourself in the foot by talking too much too early, about what YOU like. Who cares what you like unless YOU are buying the house!
Posted on 06/22 at 08:58 AM
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