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Martin Bros. DSR, Todd Hauser a.k.a. President of AFDR, explains how he moves a prospect from price shopping to taking money to the bank.
If you show a prospect right off the bat that you’re there to help them make money (DON’T ACT LIKE A SALESMAN), in most cases they won’t treat you like a salesman and will open up and accept some of the help you’re offering.
Hauser says that many of the times he’s done this with a prospect, he’s helping with things like garbage pickup charges or accounting/tax costs. This approach helps show the prospect that you’re really trying to help them make money.