Posted by: The King ®
01/12/2004, 11:12:30
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This is a great question, but in order to answer it, I must reveal a falacy in your thinking. When I say something like "...and give yourself 90 days to close..." I assume you know one of this King's favorite and most powerful axioms: "Ask questions FIRST....listen....then make your presentation based on what you hear." Rarely does "a deal made in heaven" come together when you "tell" your prospect anything. One must learn to ask them everything, i.e. ask the right questions, so THEY ask YOU. Nothing is more persuasive than when THEY think what you have agreed to, is THEIR idea. IF your marketing has uncovered a truly motivated seller...and IF you qualified them properly on the phone...and IF they came to meet you to sell their property...and IF they gave you the right answers to your properly-phrased questions...you will never need a reason/excuse, nor will you have to answer the question "why it would take so long to close a cash deal?" (By the time you get to this point they will already know.) Fyi: We cover this type of "precision probing" in painstaking detail in our course called: Your Mastermind Scriptbook. It would be in your best interest to order one, then memorized and internalize its content. Trust your King. It will be the best money you will ever invest in educational material.
The King
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