Ask any real estate salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, “at the End”. To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Pareto's Law: Twenty percent of the real estate sales force make eighty percent of the sales and profitability.
The questions that should then be asked are, "Why it is so many professional sellers have it wrong?" and, "What is right?"
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