Listing Presentation Guide - AFY

more. Some ways to cash in on outdoor projects include planting the right trees and bright flowers, keeping native plants, and adding appropriate lighting. _________________________________________________________________ Want more great reading about closing and conquering objections? Here are two books I recommend. How I Raised Myself from Failure to Success in Selling by Frank Bettger I mentioned this one earlier, and it’s worth mentioning again. In particular, check out the chapters called “How I Find the Hidden Objection” and “Seven Rules I Use in Closing the Sale.” Tested Sentences That Sell by Elmer Wheeler This one, published in the early 20th century and now in the public domain, is easy and fun to read with indispensable advice. It has a good section with even more tips about getting to the heart of objections. Here’s an excerpt of the book. It’s from one of my favorite chapters, titled “The Best-Looking Dotted Line Won’t Sign Itself.” Remember, if you’re a Smart Agents member, you can download the book for free on our site.

“The Best-Looking Dotted Line Won’t Sign Itself”

When the time comes for you to get action, do so in sixty seconds, before “sales-talk fatigue” sets in on him. The proof of the pudding is the dotted line! Watch for the “brass ring.” LIKE THE MERRY-GO-ROUND that gives you a chance on every complete circle to catch the brass ring, every sales cycle gives you many chances to get the prospect’s signature. Nell was the belle of the village and had many promising sweethearts, but one day she married the least wealthy, the homely fellow with a heart of gold perhaps, but with none in his pocketbook. When she was asked why, with all her attractive charms, she chose the poorest boy of all her beaux, she said, very sweetly, “He was the only one who asked me to marry him!” If you want a signature, ask for it! The technique of Getting Signatures The technique of getting signatures is not the sudden flash of an order pad or a gold-plated fountain pen. It is more subtle today.