Training the team at Cutlers Real Estate in Dunedin.
When you buy something, how important is it to you, as a buyer, that the seller understands your decision-making process?
The difficulty is that most salespeople are taught an interrogative questioning process that causes people to put up their defences.
What if you tried a different approach—one where people feel relaxed and willingly share information with you?
The session on Decision Triggers shows salespeople how to achieve this.
Understanding how people make decisions helps salespeople ask strategic questions and “frame” them in a way that encourages clients to share information without feeling tricked or manipulated.
Think about it this way: people like you make buying decisions every day without stress. Have you ever wondered what happens psychologically to make that happen?
Everyone has a unique process; it might be worth finding out yours… don’t you think?
