Value Added Selling…How to Avoid the Commissionectomy with David Knox

ID: 
38222
1 session
Value Added Selling…How to Avoid the Commissionectomy with David Knox
Class Begins: 
Wednesday, 08/16/2017
Class Ends: 
Wednesday, 08/16/2017

For Coldwell Banker Residential Brokerage Sales Associates

Value Added Selling…How to Avoid the Commissionectomy

One of the most difficult situations in real estate is when a seller asks an agent to cut commission. Do you cut your fee and lose profit, or hold firm and lose the listing? There is a better way; sell value, maintain strength and ask good questions. Major points are:

• Are you serious about getting every listing?
• Reducing your fee is NOT a way to increase income
• You won’t make it up in volume
• Five ways to respond: Strength, Value, Difference,
• Dialog, Net
• Build a Foundation of Strength
• Value deserves Reward
• Deliver Value
• Sell Difference
• Is it a Request …or a Refusal
• Pause, Isolate, Question
• Sell NET, not Fee
• Performance Gain Exceeds Fee Savings
• Answer the objection
• Handling other fee-cut situations
• Limit Concessions
• Show them the money

Class Sessions:

Value Added Selling…How to Avoid the Commissionectomy with David Knox - GCAAR

Wed, 08/16/2017 - 9:00am to 12:00pm
15201 Diamondback Drive, Suite 100
Rockville, MD 20850
Seats Available: 
44