Great conversations, writes coach Annette DeCicco, start by providing sellers information and choices so that they can confidently make decisions. Study up. Practice your lines.
Any challenge to winning over sellers can be overcome through competent conversation that includes, above all, seller participation. Great questions and deep listening enable sellers to make educated choices and have ownership of their goals. Real-world examples with risks and consequences demonstrate value, instill trust and help create a true “partnership” relationship.
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