Reverse Selling Concepts

Question 1

What is the first part of a sales call?

Answer 1

The Pattern Interupt

Question 2

What is the second part of a sales call?

Answer 2

Getting the prospect’s permission

Question 3

What is the third part of a sales call?

Answer 3

Uncovering motivation

Question 4

What is the fourth part of a sales call?

Answer 4

Ask for the appointment

Question 5

What is the fifth part of a sales call?

Answer 5

Confirm next steps

Question 6

What is the pattern interupt

Answer 6

A way to alter a person’s mental, emotional, or behavioral state to break their typical habits

A good pattern interrupt should include:
* The use of the prospect’s first name
* Proactively calls out what the prospect is thinking before the prospect’s negative emotions have a chance to kick in.

Question 7

What does every seller want?

Answer 7

• The most money for their house
• Sell ss quick as possible
• Sell as easy is possible (least amount of headache)

Question 8

What does the magician do that the mule does not?

Answer 8

• The mule explains what they are going to do
• The magician explains what they’re going to get done for people

Question 9

How do you respond to this question: “What are you going to do to sell my house?”

Answer 9

“Here what I’ll get done: I’ll position your home is the market so that rather than us compete for buyers, I’ll have buyers compete with each other for your home resulting in your getting the price that works for you or more which is exactly what you want, am I right?”

Or

“I’m going to put your property in front of all the buyers with the highest qualifications who are willing to pay the most for houses just like yours.”

Question 10

What is your value proposition designed to do?

Answer 10

Sets you apart from your competition

Question 11

Why should your value proposition not be the single reason why sellers hire you?

Answer 11

• It should help you to stand out as the obvious choice
  
  • The value ladder: the more you can increase the seller’s certainty by decreasing their risk, the more value is created

Question 12

What is the strongest communicator of value when presenting your value proposition?

Answer 12

Comparison

Question 13

Which criteria should your value proposition have?

Answer 13

• Transfer risk: It must transfer the risk from the seller when deciding to hire you
  
  • Provide accountability: It must provide an accountability system so that the seller believes you will in fact do what you say you’re going to do
  • Increase certainty: Must increase the sellers certainty that they are in fact hiring the right agent
  • Decrease risk: It has to decrease the sellers risk