Seller Counseling: Needs, Interview Skills, Motivation

Posted by Christopher Audette on Tuesday, November 15th, 2016 at 12:12pm.

You must begin with the Need in mind; Need Satisfaction Selling. NFB Selling: Need-Feature-Benefit. How to establish trust and rapport. Agent demonstrations of the first meeting of a listing presentation; opening and rapport. Key questions to ask to determine the seller’s motivation. Open vs. Closed questions. Agent demonstrations of conducting seller counseling interviews.

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