How accurate is their detection? Believe it or not, it can be up to 97% accurate.
Pretty amazing.
But that's not why I'm writing you today.
Today, I want to share a sales secret with you.
If you truly understand it, and put it to good use, it'll help you sniff out the profits in a way that you've probably never done before.
So, let me ask you:
What Do You Do
When Your Product or Service
Contains Something That's Perceived
As Negative by the Customer?
Do you bury your head in the sand and hope you're never asked about it?
Do you mumble about it under your breath in passing?
Do you hide it completely? (Depending on your profession, this may be unethical or even illegal.)
For example, a Realtor is showing a beautiful penthouse apartment on the Upper East Side. It's perfect except for one flaw: There's construction going on across the street that's blocking much of the million-dollar NYC skyline view. It's a bummer for sure.
The best way to handle this is for the Realtor to bring up the issue before the client does (or at least while they're thinking about it)... and then... RESOLVE the objection in a satisfactory way.
The idea is to minimize the objection by stressing the property's other good features or by stressing the temporary nature of the construction: "It will all be a distant memory..."
Make no mistake, every product or service has good features and bad. Hiding the bad or fooling yourself into thinking that the customer isn't thinking about it WILL affect your bottom line. Guaranteed.
But if you wisely bring up the negatives yourself and then resolve them quickly, you've given yourself a serious money advantage.
As I sort of mentioned previously, this strategy doesn't just apply to real estate people but to all businesses and professions.
Until next time...
P.S. COPTIC-CON 2019 is a week away tomorrow! If you'd like the link to register or to get more info, it's: copticchamber.com/coptic-con/
And, remember, K.I.C. (Keep It Coptic)!
