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Psychology of Sales Negotiation

june, 2018

27jun9:00 am12:00 pmPsychology of Sales Negotiation9:00 am - 12:00 pm MST South Metro Denver REALTOR® Association

Event Details

DESCRIPTION: Principles vs Techniques – Negotiation Principles and Techniques in Real Estate

  • Understand other’s position first
  • 2 step process
  • Go big or go small
  • Positive reinforcement in negotiation and sales
  • Negotiating and selling to different personality types
  • Applying these principles and techniques to real estate

Sales Principles and Techniques in Real Estate

  • Integrity and the dog chasing principle
  • When to use open ended vs. assumptive questions
  • Using stories to emotionally connect
  • How to make sure people know that you care
  • Applying these principles and techniques to real estate

Below are some questions to consider while you enjoy the class:

  • How can improving the way I negotiate and sell help me better represent my real estate clients?
  • How does better representing my clients help protect the public?
  • What, in your opinion, is the most important principle in real estate negotiations?
  • What is the difference between a sales technique and a sales principle?  If you could only learn techniques or principles, which would you choose?
  • Possible principles and techniques from this class that I can use in real estate negotiation are:
  • Why is non-verbal communication so important when communicating in sales?
  • When is it best to use open-ended questions in your real estate sales?  When is it best to use assumptive questions in your real estate sales?
  • Do you take notes after speaking with each real estate prospect or client? Why or why not?
  • What is positive reinforcement? How can you use it in your real estate sales?
  • What are three things to remember when using email?
  • Why is integrity so important in real estate sales?
  • What questions do I have about real estate sales and real estate negotiation?

INSTRUCTOR: EksAyn Anderson
EksAyn is the author of The Key to the Gate book, a book about business-to-business sales which was seen on Forbes, Speaker Magazine, television, and various business blogs.
 He is the creator of expansive and innovative sales approach that resulted in millions of dollars in sales. EksAyn is a skilled negotiator experienced with complex sales including to government-funded entities. He is also an experienced as a real estate agent/broker in the state of Utah, as well as an expert sales trainer and founder of sales-training company. He is a captivating public speaker with experience presenting and training to numerous organizations.

FREE for SMDRA Members
$20 for All Others


Refreshments Provided By SMDRA Affiliate Business Partner:
Lonnie Glessner with Nova Home Loans


(Wednesday) 9:00 am - 12:00 pm MST


South Metro Denver REALTOR® Association

6436 South Racine Circle