It occurs in your mind before you first meet with the probable homebuyer. Sell yourself on your neighborhood, company and new homes, and then you are ready to sell others with such enthusiasm that you’re convinced they’re going to buy.
Every time you meet a prospect, a sale will be made. Either you will sell the prospect on the benefits of home ownership or the prospect will sell you why she can’t buy. The ultimate question: Are you selling them, or are they selling you?
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