Selling with Jeff

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Jeff Borovitz

Mastering Sales: Setting Expectations and Managing Time

The Importance of Setting Clear Expectations in Sales

Setting clear expectations during the sales process is crucial for building trust and ensuring smooth transactions. A well-informed prospect is less likely to be frustrated or upset by unforeseen developments. During the initial stages of the sales process, you should address key elements such as timelines, budgets, processes, and schedules. By clearly outlining what the client can expect, you minimize misunderstandings and foster a more cooperative relationship.

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Understanding Transactional Analysis

The Basics of Transactional Analysis: Ego States Explained

Transactional Analysis (TA) is a psychological theory developed by Eric Berne that focuses on understanding human behavior through the interactions we have with others. At its core, TA identifies three ego states: Parent, Adult, and Child. These ego states are consistent patterns of feeling and experience directly related to a corresponding consistent pattern of behavior.

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Overcoming Budget Objections in Home Remodeling Projects

Understanding Client Priorities and Expectations

In home remodeling projects, understanding client priorities and expectations is paramount to overcoming budget objections. Clients often come with a wishlist of features and upgrades they desire, but their budget might not always align with these aspirations. The first step to addressing budget concerns is to deeply understand what the client values most in their remodeling project.

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Mastering Follow-Up Techniques in Sales

The Importance of Scheduling Next Meetings

One of the most critical aspects of a successful follow-up strategy in sales is the importance of scheduling the next meeting before concluding the current one. This practice keeps the momentum going and prevents the dreaded "I'll get back to you" scenario, which often leads to a stalled sales process. As discussed in the conversation, never leave a meeting without a next meeting scheduled. This approach ensures that both parties remain engaged and committed to moving forward.

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