People often ask me, of all the different tips and advice I have written and spoken about over the years, do I have a favorite that stands out above all the others?
Of course, communication and selling through relationships are complex topics and a lot of things need to come together for success therein, but I do have an answer that, if we do this over and over through the course of our selling and personal lifetimes, will generate an astonishing bank account of goodwill and benefits.
Each time you encounter someone, when you finish the encounter, step back and ask yourself the following question:Read more
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked for the first time declined. However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.
The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal. Read more