Chapter 5 | PREREQUISITES OF THE POWER PROCESS Flashcards
1
Q
Why do people buy?
A
- It’s the right price.
2. It’s what we need.
2
Q
Enthusiasm
A
IASM = I Am Sold Myself
- Believe in what you sell.
- Believe your prospect will profit by it.
- Believe in the firm you represent.
3
Q
Fear
A
It will sabotage your success.
4
Q
Buyers remorse in advance
A
- I’m just looking.
- I need to think it over.
- I need to discuss this with my banker, accountant, attorney, or family.
5
Q
When you fear rejection.
A
Tell yourself that fear is nothing more than preparation energy that is getting you ready to perform.
6
Q
Conquering Fear
A
- Don’t take rejection personally.
- Expect rejection.
- Confront your fears.
- Overcome buying fears. (Don’t let them scare you -> they are potential buyers.
7
Q
Hesitant Buyers
A
- Do you have any additional information?
- We’re in the initial stage, just beginning to look.
- We need to see one more home. (or) What else is available?
- We need to think it over.
- We must check with our advisers first.
8
Q
How do you overcome indecision and procrastination?
A
Urgency
9
Q
Urgency Surrounds You
A
- One of a Kind
- Increase in Property Values
- Possession Dates and Scheduling
- Production Schedules
- Selling from Strength
10
Q
Take-Away Close
A
Fear of loss
