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Sonntag, 24. November 2013
Gesprächstechnik
derherold, 12:12h
Einsprüche/Fragen akzeptieren:
After hearing the objection and pausing to consider it, you should acknowledge the concern. This confirms that you understand what the client said, and it also gives you a few moments to consider and prepare your response.
Notice, nothing in the previous paragraph advises you to agree with the client. You can acknowledge the concern and thank the client for bringing it up without saying that it is right.
You can acknowledge by using any of these phrases:
* “I understand your concern in this area.”
* “That’s a really terrific question. I’m glad you asked it.”
* “I can see where that might cause you concern.”
One of my favorite techniques is to follow acknowledgement of a concern with a question or comment that probes for more information. The following responses give you an opportunity to learn more while also buying a few moments to develop a response:
* “I understand your concern in this area. Why do you feel that way?”
* “I can see where that might cause you concern. Tell me more.”
After hearing the objection and pausing to consider it, you should acknowledge the concern. This confirms that you understand what the client said, and it also gives you a few moments to consider and prepare your response.
Notice, nothing in the previous paragraph advises you to agree with the client. You can acknowledge the concern and thank the client for bringing it up without saying that it is right.
You can acknowledge by using any of these phrases:
* “I understand your concern in this area.”
* “That’s a really terrific question. I’m glad you asked it.”
* “I can see where that might cause you concern.”
One of my favorite techniques is to follow acknowledgement of a concern with a question or comment that probes for more information. The following responses give you an opportunity to learn more while also buying a few moments to develop a response:
* “I understand your concern in this area. Why do you feel that way?”
* “I can see where that might cause you concern. Tell me more.”
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Mittwoch, 20. November 2013
Smithy
derherold, 19:22h
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Sonntag, 17. November 2013
Wir sind Nobelpreisträger
derherold, 14:10h
For their empirical analysis of asset prices bekam Robert Shiller
http://de.wikipedia.org/wiki/Robert_J._Shiller
zusammen mit den Wissenschaftlern Fama und Hansen den (nachträglich konstruierten) Nobelpreis in den Wirtschaftswissen- schaften.
Für uns Immobilienleute ist er vor allem bekannt durch den Case-Shiler-Index
http://de.wikipedia.org/wiki/Case-Shiller-Index
Gerade in der durch Immobilienfinanzierungen ausgelösten Finanzkrise, wurde dieser Index der Immobilienpreisentwicklung in den USA zu einer permanenten Wasserstandsmeldung herangezogen.
Man darf ohne Übertreibung behaupten, daß Shiller (dadurch) der einflußreichste Immoblienmann der letzten fünf Jahre wurde.
http://de.wikipedia.org/wiki/Robert_J._Shiller
zusammen mit den Wissenschaftlern Fama und Hansen den (nachträglich konstruierten) Nobelpreis in den Wirtschaftswissen- schaften.
Für uns Immobilienleute ist er vor allem bekannt durch den Case-Shiler-Index
http://de.wikipedia.org/wiki/Case-Shiller-Index
Gerade in der durch Immobilienfinanzierungen ausgelösten Finanzkrise, wurde dieser Index der Immobilienpreisentwicklung in den USA zu einer permanenten Wasserstandsmeldung herangezogen.
Man darf ohne Übertreibung behaupten, daß Shiller (dadurch) der einflußreichste Immoblienmann der letzten fünf Jahre wurde.
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