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Elite Agent - - SALE S9 -

‘It’s much bet­ter to start plan­ning well in ad­vance if you were think­ing about do­ing some­thing. What about I put in­for­ma­tion to­gether and email this to you, so that you have the most cur­rent facts at hand for when you’re ready. What is your time­line? What’s your best email ad­dress?’

Firstly, you want to get a de­fin­i­tive an­swer on their time­line, so you know how se­ri­ous they are. And sec­ondly, you need a solid rea­son for them to share their de­tails, so that you can con­tinue to build the re­la­tion­ship prior to them sell­ing.

HAVEN’T HEARD OF YOU/WANT TO USE A MORE WELL-KNOWN AGENCY

suc­cesses, sales above ask., mar­ket­ing ap­proach and so on).

Ven­dors feel that go­ing with a ‘high street’ or well-known name is the safe op­tion – in the same way as peo­ple stick with the big banks. Your goal is to show them that the brand is not as im­por­tant as the agent when it comes to the pointy end of the trans­ac­tion.

WHEN NO RE­ALLY MEANS NO

Some­times you can’t han­dle the ob­jec­tion and no re­ally means no. Some­times it’s a bad day, week, month for the per­son you are calling, and ab­so­lutely any at­tempt to han­dle ob­jec­tions is go­ing to lead to a neg­a­tive out­come. Whilst this is not a get-out-ofob­jec­tion-han­dling free card, you do need to pay close at­ten­tion to the pitch and the tone of the per­son at the other end of the phone. Are they sim­ply un­in­ter­ested and need you to wow them, or are they gen­uinely an­gry right now and you need to end the con­ver­sa­tion quickly?

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