A speaker at the recent (and very successful) Sales and Marketing LIVE event was Tony Morris.
Morris, one of the ‘sales doctors’, has written a book called “Estate of Mind – secrets for being the most successful negotiator”.
Morris’s credential include having worked with a number of agents including Belvoir, Prospect, Frosts, Thorgills and Northwood, and he claims to have helped train over 5,000 negotiators in firms of every possible size.
His book is really an exercise in motivation and positivity, and would be particularly good to give to new negotiators to give them a flavour of both the industry and their jobs.
His key messages are not rocket science, but do underline that agency truly is a people business; and that energy, confidence, trying hard and always being positive are not just attractive personality traits but a good recipe for success.
There are, among others, sections on getting to know clients, winning instructions, viewings, overcoming objections and closing business.
As we say, good for newcomers – but also for those further on in their careers.
It’s £12.99 and people can buy it from:
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