Salesmanship skills: Dialogues for matching vendors' expectations with buyer feedback
Channel: Coach Claudio Encina
Date: 2017-08-15

With spring around the corner now is an ideal time to hone and display your salesmanship skills with great scripts and dialogues.

You should be having dialogue that can really move people into action - to get one step closer to the ultimate goal - a sale. 

Some agents I've spoken to recently have had to grapple with listings that have been on the market a while because the vendors' expectations haven't been in line with the market. Are you finding the same thing?

So here's how you could start a dialogue to discuss a price adjustment with your vendor:

"Tom we have to decide tonight. We can either chase or lead the market? We've been chasing the marketing for the past 65 days, if we can lead the market,  and price aggressively so the listing is refreshed, we can have your property sold ahead of all the other properties you're competing with and make you feel better about moving onto the next chapter of your life" ... No fluffing about. 

Take control. Be strong and direct.

What if they then tell you... "Look we don't want to drop the price to that, we will feel like we're giving it away"...Or what if they just. won't. budge. 

What should you do?

Find out the best way to handle a response like this with some great tips for how you can structure your dialogue. HINT: Feel, felt, found.