Jason Forrest wrote this excellent response to my post last week on “Aggressiveness vs. Assertiveness”. It deserves it’s own posting. Read it carefully and evaluate your own approach to the sales process. ____________________________________________________________________________________ There is a difference between manipulation and persuasion. When it comes down to it, you can distinguish them with one word: intent. Your intent and how you execute your position of strength determines if you are crossing the line and moving from pure persuasion to malicious manipulation. Persuaders use their position of strength for the customer’s benefit and wellbeing. Manipulators have ulterior motives, and are concerned only with their own wellbeing. Their goal is to coerce the prospect to purchase a home regardless of whether or not it satisfies their needs, wants or budget. Unfortunately, many sales counselors don’t see the difference between persuasion and manipulation. They … Read More…