MF10A Handling Objections for Realtors by Mike Ferry In selling anything, whether it be selling pens or whiteboards or shoes or houses, there’s a process a salesperson will go through. I call that process call the PPC process. P is for prospect, P is for present, and C is for close. And the question that I have asked time and time again is this: of the three basic steps in the sales process – prospect, present, or close – which of the three is the most important step?
Speaker: Mike Ferry