How would you like to
have a private coaching session with one of the nation's
leading sales
experts?
Selling at the Bottom of the
Market is exactly
that. The unique, graphic design takes you
from start to finishof precisely what to say
and write with your nextprespective buyer to boost
your ability to close more sales ... in even the
toughest markets.
This book was
born from a spontaneous presentation made to about fifty real
estate agents and new home sales professionals at one of my
seminars. What made this seminar different from the others was
that I had requested a flip chart for the room, as I am a firm
believer that many of us, whether we realize it or not, retain
information much better with a visual aid.
I had just turned
the page on the flip chart when a question came from the back
of the room:
This wasn't the first time I
had been asked this question, but it was the first time I had a
pen in my hand when I attempted to answer it. As I began to
explain the "bottom of the market" concept, the fears of
prospective buyers, and the best ways to leverage the two to
convert a sale, I realized that I was already on my fifth page
of the flip chart.
What went onto that flip chart
over the next hour is the presentation contained in this
book.
At the end of the class,
several of the students asked if they could keep the paper from
the flip chart. Normally I would have said yes, but
something told me that this particular presentation might grow
some legs. I tore the paper out and kept it for
myself. (Had it been a chalk board, I probably would've
taken a photo). It is very rare now that you will see me
at a seminar without a flip chart.
I continued to give the
presentation a few dozen more times, almost always prompted by
a student's questions. These included:
Each time, more students
rushed to the front of the room to tear the paper from the flip
chart. I started to receive e-mails from past students
sharing their personal stories of how this presentation had
helped them to close sales immediately. I decided to make
this presentation available to anyone who wanted to learn it,
step-by-step and word-for-word. I even stayed true to my
original format, the flip chart, by presenting the material to
you as a visual lesson.
Selling at the Bottom of the
Market offers a selling strategy that no
salesperson can go without. If you follow the presentation, you
will discover a structured, well-thought out strategy that will
help you overcome stubborn objections and persuade even the
toughest skeptics.
Here's
what the experts are saying about Selling at the Bottom of the
Market:
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