Alex is days away from closing a big deal but it’s taken four years to get this far. The lead was even marked ‘dead’ at one point but was revived through an automatic text campaign. The seller went MIA for weeks and when he finally resurfaced, he had a very strange objection for not going forward. Alex decided to try a different approach and use tactical empathy to really understand what’s going on with this seller and because of this, they were able to move forward with the deal.
Key Takeaways:
Mentioned in This Episode:
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Never Split the Difference: Negotiating As If Your Life Depended On It, by Christopher Voss and Tahl Raz
Tweetables:
“We lost communication with him. Not because of lack of effort, but the guy stopped being responsive.”
“When we’re working with a homeowner or any client, for that matter, make sure you get multiple ways to get in contact with that person.”
“Put yourself in the person’s shoes from their perspective, not from your perspective.”
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