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What Do People Say ... About RxSales?
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RXSALES PROJECT PARTICIPANTS
Patrick Lynch
Broker Associate
Rubloff Residential Properties
Chicago, Illinois |
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My CheckUp®
report was very
accurate. There were certain aspects of my personality and my
sales habits that I was not aware of. And I wasn’t aware that
they were having a negative impact on my ability to be more
consultative. It helped me know why prospects have certain
hesitations, It hasn’t been an easy process because I’ve had to
change my behavior, but it was a successful one.
After the program, I am asking many more open ended questions to
get a more complete picture of buyer’s and seller’s issues. I
let them know that I truly care about solving their problems.
This is different than projecting what I think is good for them
– and I used to do that.
Recently, I was working with a developer – it was a referral – I
had contacted this person, established rapport, and we agreed to
meet. We were talking about what he was looking for in terms of
marketing and transaction management. In the second appointment,
I was ready to tell him what I could do to help him. Just before
I was going to do my typical presentation, he told me more about
the units and what he was going to sell them for. And suddenly I
said, “Have we talked about my fees yet?” He said, “No, but that
would be good.” And I said, “Well, let’s talk about it now.” I
wouldn’t have talked about money that early before. And it
worked well. Today, I am less averse to discussing the financial
arrangements up front.
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