by Ross Wilson | Dec 17, 2019 | Featured
[quote_box_center]“Nothing gives one person so much advantage over another as to remain always cool and unruffled under all circumstances.” — Thomas Jefferson[/quote_box_center] In this continuing series on the subject of ethical closing techniques, I address...
by Ross Wilson | Nov 18, 2019 | News
In this continuing series on the subject of ethically closing a client, I address two more techniques that I employed during my long career, with usually great success. The first and fairly self-explanatory method is the “assumptive close”. Many people find it...
by Ross Wilson | Oct 21, 2019 | Advice for Agents
[quote_box_center]“On the plains of hesitation bleach the bones of countless millions who, at the dawn of decision, sat down to wait, and waiting, died.” – Sam Ewing[/quote_box_center] In this continuing series on the subject of ethical closing, you’ll find a few...
by Ross Wilson | Sep 12, 2019 | Featured
[quote_box_center]“I like to think of sales as the ability to gracefully persuade, not manipulate a person or persons into a win-win situation.” — Bo Bennett[/quote_box_center] For as long as I can remember, the subject of closing has been somewhat...
by Ross Wilson | Aug 14, 2019 | Featured
[quote_box_center]“Fairness is not an attitude. It’s a professional skill that must be developed and exercised.” – Brit Hume[/quote_box_center] In this seventh and final column of the series about effective offer negotiation, I address, particularly from a buyer’s...
