Understanding Your CLient
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Understanding your client
- When talking to your client, knowing his/her financial status and borrowing capacities alone, will not guarantee a sale.
- You need to know how to read your client. By reading your client I mean you need to understand your clients and their aspirations. How do you do this?
- In order to give you a better understand of the type of person your client is, you need to get into the mind of that person. And the only way to do that is by chatting to them, by asking them questions. People love tot talk about themselves. There are not many opportunities for them to do so. They will appreciate it, so make the most out of it
- Ask about their family, their interests, where they live, what car they drive. It may seem quite personal but if you keep your meeting with your client 'casual' and 'informal', he/she will eventually open up to you...