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As you are qualifying your customer, you are also getting an insight into what terms a sale may be based on.
To avoid the classic mistake sales people make – giving too much away too early; deflect requests for discounts or incentives until you know which home the customer wants to buy and only use facilitators and incentives when you know what needs to happen in order for the sale to proceed.
Deflect the request for talking discounts or incentives until you and the customer have decided which home they would like to buy.
Until you know, there’s nothing to negotiate!
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