by Jeff Shore

In my most recent article for Builder and Developer Magazine I talk about the sale professionals role in monitoring and even altering the customer’s energy level.

There is an important psychological factor at play, a concept that few people (buyers or sellers) are actively aware of. I call it Emotional Endorsement.

Here’s the long and short of Emotional Endorsement: If they like you, and you like the product, then they will like the product. You offer Emotional Endorsement with your heart, not your head. Your customers adopt the energy and enthusiasm you have about the homes you show.

You can read the whole article here.

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