A sales trainer tells phone salespeople to think like doctors, not drug dealers. Diagnose what the prospect actually needs, whether that's keeping their property as a rental, finding a real-estate agent, or buying your service. Authority comes from knowledge and conviction, not from pushing a sale.
You need to become the doctor, not the drug dealer trying to get rid of his product or trying to obtain as much as possible. You need to have the mindset of, is this person qualified for my service? Does this person deserve my help? Would they be better off keeping the property as a rental? Would the best option be them working with a real estate agent? You need to be at a certain level of detachment in this business for you to really come across the way that you should be coming across. You are the doctor. You are prescribing a patient based off their problems, based off the context. Who has the power? The doctor does because he has the knowledge, he has the experience, he has the conviction, he knows he can help you.
