In Part 3 of our Traction Podcast Series Josh Phegan and Alexander Phillips continue around asking the right questions to book the appointment. Alex emphasizes understanding why you’re meeting and how to progress the customer. They discuss the build-work-convert concept and Alex explains how to build your database beginning with good buyer management and playing the long game.
He shares what he teaches his team about building a pipeline and making it convert for you. Alex then tells how to pitch to win in the listing presentation by understanding the needs of the customer.
Alex lists some of the reasons customers decide to go with him instead of his competitors, he tells why he takes notes during the listing presentation, and why cases studies are such an important part of that presentation. They continue discussion in Part 4.