Sell Your Prospects What They Didn't Even Know They Wanted

Customers can't always tell you what they really want.  Sometimes they don't even know.  The only way to find out for sure is to watch their reactions.  One couple for example told their real estate broker that they wanted a four bedroom, two story home, with a basement on the North side of town.  She showed them a number of properties, but none seemed quite right.  One day, however, when she showed them a home with a number of lovely trees in the backyard, they seemed to visibly relax and enjoy the property.  Other details couldn't be worked out satisfactorily, however, so the transaction wasn't closed.  But the real estate agent didn't forget.  Several months later she persuaded them to take a look at a home in a different location, and of a different style than they had said they were interested in.  It was a three bedroom ranch with no basement several miles South of town.  It was, however, on a one acre lot with a number of gorgeous trees.  Within a minute after walking into the yard with the prospects, the agent knew the sale had been made.  Listen to what people say, the agent advises, but not so slavishly that you neglect other evidence as to how they really feel.