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发表于2024-12-25
Psychology of motivation and persuasion in real estate selling pdf epub mobi txt 电子书 下载 2024
Because psychology is the study of human behavior, isn t it
logical to apply such a study to a business that is so dependent on the
vagaries of human behavior?
Actually, the successful selling of real estate is not as much
concerned with the physical aspects of real property as it is with the
actions and reactions of the people with whom you are dealing. Their
dreams, desires, goals and motives are much more important to
understand than the pragmatic details of real estate. Hence a book on
motivation and persuasion can be of considerable value to you to help
you understand your clients in your everyday negotiations.
Motivation may be defined as "the reasons why a person does
something or does not do something." If a person is motivated to do
something, it may be termed positive motivation. If he is motivated
not to do something, we call it negative motivation. Most people are
inclined not to do anything when presented with a proposal. That s
the line of least resistance. It avoids having to make a decision. It
avoids having to exert one s mental apparatus. It avoids taking the
chance of" being wrong.
If you are to change a prospect s thinking from a negative
motivation (not to take any action) to a positive one (to do what you
want them to do), you need some sort of a tool to help you. That tool is
called persuasion.
But there is also a third force that enters into the business of
selling and that is the degree of force in your own motivhtional
makeup. Without sufficient motivation on your part, no amount of
information 1 can give you to help you understand your buyers and
sellers better will be of much help unless you .feel compelled to put it
to good use.
This book is divided into three parts. The first part is about
sellers--what motivates sellers, where you can find motivated sellers,
and what to do with them after you find them.
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Psychology of motivation and persuasion in real estate selling pdf epub mobi txt 电子书 下载 2024