How to Overcome Borrowers’ Non-buying Attitudes
by Dennis Black & Associates
By controlling our borrowers’ non-buying attitudes, we can thrive in 2021. One of the most fascinating perspectives of selling is thinking the consumer had too many objections to doing business with me. When in reality, it is not an objection the customer had, it was a Non-Buying Attitude. In this series we’ll break down the three primary Non-Buying Attitudes (Indifference, Skepticism and Valid Objection) that you’ll have to overcome from the Borrower point of view.
No matter how good of a salesperson we believe that we are, effectively handling these difficult attitudes determines more often than not the outcome of the sales call, which leads to our eventual success. If you are looking to improve your capture rate with the Borrower, these skills will help you achieve that goal.
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