Selling Real Estate When They Want to See More Homes

It's bound to happen. You'll have buyers who are so afraid of making a bad decision that they'll want to see every home that comes close to meeting their criteria. If you don't know how to handle this concern, you'll waste hours of your time and … [Continue reading]

Closing from a Distance

In the past, most companies divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products no matter where they are on the planet. So, … [Continue reading]

The Two-Party Indecision Close

The Two-Party Indecision Close is to be used when there is more than one decision-maker. In this type of situation, you are likely to run into a situation where one is ready to go ahead and one is not. This may be a husband and wife or it could be … [Continue reading]

Less is More

Most people think that in order to persuade others, you have to be a real good talker. You have to have “the gift of gab,” “a silver tongue,” or be a “natural born salesperson.” The truth is just the opposite. The true professionals—the successful … [Continue reading]

Keep Your Boat Afloat

How do negative thought patterns affect your life? They give you the emotional droops. Your drooping emotions bring on a mental sag. Then your sagging mental powers cause a downturn in your job performance. That downturn leads directly to a sharp … [Continue reading]

Creating a Consultative Environment in Selling

Once all of the rapport-building is done and you're ready to get down to business, it's important to set the tone for your time with these clients. I suggest creating a consultative feeling by using a legal pad to make notes. In some types of … [Continue reading]

Financial Services Guidelines for Asking Questions

Three Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic … [Continue reading]

The Secret of Getting Referrals by Dan Kennedy

There has never been any argument in advertising circles that the most effective business advertising is word-of-mouth advertising. That’s why direct selling is so dramatically successful as a method of marketing every imaginable product and … [Continue reading]

The Inflation Close

As much as we all hate the idea of entering a period of inflation, indicators are showing that there is very likely going to be one in the not-too-distant future. I don't want you to be caught by surprise or to wonder how to make sales during an … [Continue reading]

Getting More Business from Existing Clients

getting more business

In my comprehensive selling skills book, How to Master the Art of Selling, I teach three ways to get more business from existing clients (Chapter 18). I like to think of it as "expanding your sales volume." One system for expanding your sales … [Continue reading]