Best Kept Secrets ..as seen in RE/Max International Times

August 27, 2008

The Best Kept Secrets to Making a Great Presentation

While not every phrase commonly used during business discussions makes a difference in the outcome, industry trainer Mark Leader has ten phrases that can strengthen a Realtor’s presentation skills, ability to overcome objections and to list a FSBO.

“I would”: using this phrase links the agent and the customer in a friendly way. For instance, if the buyer says, “Should I include the garage door opener in the contract?” Saying “I would” is reassuring.
“Should I”: Use this phrase to start a question/answer session with a potential client.
“You sure?”: A good comeback to someone who seems to be answering weakly on anything.
“Fair enough”: a phrase which works to finalize a presentation or proposal.
“Let’s pretend”: use this one when you don’t want to sound like you are selling but you do want to state your opinion. This takes your opinion out of the immediate situation and into another context.
“Any questions?”: The best closing statement for a listing agreement, then hand the client a pen for signing the agreement.
“May I be honest?”: also works when you want to state an opinion but want to avoid sounding like you are selling someone too hard.
“Is that a yes?”: Use this if no response is forthcoming to a “yes or no” question
“No problem”: This should be the response to anything that contradicts what you might have said. Even if someone says, “I’m not listing with you tonight”, “no problem” should be the right response.
Repeat, Reassure, Resume (RRR) Technique: Use this technique when someone tries to sideline you during a presentation: repeat what they have said, reassure them you are listening by writing a note, then resume the presentation.

When making a presentation, Leader says, “Whenever logic falls, always switch to emotion, and vice versa. The successful sales professional will learn to master both.”

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