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February 23, 2011 / realestatetrainingau

6 things you should learn about prospects before you sell to them!

Geoffrey James is one of our favourite writers at, and his articles frequently appear on under the category of “Sales Machine” .  Now although Sales Machine is mostly focused on b2b sales, we all know that selling is a profession on its own and a lot of this practical experience can be applied to those of you that have chosen careers in Real Estate.  We found this article and believe it applies just as much to a listing presentation just as it does b2b selling. James notes:

The days are long past when you can walking to a customer meeting and lay down a sales pitch.  If you understand these six perspectives, you can tailor your conversation to match…

And we hope his insights give you yet another edge securing that next listing.

To read more, click here.


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