Buyers: Showing Sequence and Guidelines

Posted by Christopher Audette on Tuesday, November 15th, 2016 at 11:24am.

Preparing for showings. The DCAB method using the law of contrast to sequence your showings. How to avoid “sticker shock” by playing the game “The Price is Right.” Showing guidelines; delay the feature sheet, save price until the end. Role play demonstration of this. Silence is golden, be quiet. Avoid being Champion of the Obvious. Let them lead the showings and you follow. Role play demonstration of preparing for showings. Pay attention to their feedback, buying signals and complaints. Role play demonstration of showing, debriefing and asking for feedback.

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