#160: Ask ‘Cause “Tell Don’t Sell”

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In this week’s podcast we look at the power of asking sellers questions -instead of telling them about all of the tools you’ve got in your toolbox.

Listen in and as I role-play with a student how to ask the right questions.

00:29 Universal property trends

03:32 Basic rapport

04:12 How to get the conversation started

05:40 What to show the seller

10:16 Questions or suggestions?

11:44 What comes first-concept or details?

13:22 When to close and when to push further

15:08 The best way to introduce something new

16:20 How to do the frame up

17:20 Easy way to get people to question their own beliefs

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