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2. Become a values differentiator
The focus of this session is to illustrate how we can work to help customers identify, clarify and prioritize their values.
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In this core topic, you will learn:
- Being a new home salesperson is a worthy profession.
- When you practice Value Match principles, you are not the stereotypical salesperson.
- A value is something that drives your decisions, something you use to prioritize your time and resources.
- In the absence of a value differentiator, all values are equal.
- A good salesperson will: identify what is most important, clarify and prioritize the most important values, and create action steps by asking the customer to think about how he can align his life with the priority of values.
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Cognitive dissonance sets off an integrity alarm which is an internal warning device that sounds every time you think you’re about to violate your personal value system.
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Customers don’t care how much you know until they know how much you care.
Lessons in this section:
