The Breakdown Method of The Up-Sell: Verbiage!
Most of us in sales have been here at one time or the other. A situation where we have a client whose wants surpass the amount they want to spend. Let's clarify the situation... This client has set their budget set below what they CAN spend. They have the means to spend more but they do not want to. That is understandable. The problem with this situation is you are not able to provide both what they want in a home AND stay in that price range. Let's say for the purpose of making this easier to picture in our minds that the ideal home for this client is 30 thousand more than the amount they WANT to spend. Here are the facts: They want to stay at a top price of 270 thousand dollars. They CAN afford a top out price of 350 thousand dollars. The difference is 80 thousand dollars. The clients are looking for a home they plan on spending at least 7 years in. This would get the clients to the point where both kids have left for colleg...