Results tagged “Discovery”

So how do you handle that prospect that just finished the model? Does, "Do you have any questions?" progress the sale any further? Or does is release control of the process?     The former national sales director for... MORE

It's no secret that the U.S. housing market has taken big hits recently.  Rising costs of living, record-high gas prices, the subprime mortgage crisis and foreclosures have the market wondering, what's next? These hits have caused one undeniable fact -... MORE

In a strong market, the sales process is almost surreal. The conversation is heavily lop-sided; the salesperson does the talking and makes the decisions while the customer just goes with the flow. Sales counselors can seemingly do no wrong. They... MORE

I recently had a chance meeting with an acquaintance from days gone by.  During a brief catch- up exchange, she learned I work in the new home sales industry, and I learned she and her family are currently in the... MORE

This video discusses the importance of the quality and length of the initial sales office conversation. That conversation helps you develop the bond and necessary understanding to increase the likelihood of a sale.     The former national sales director for... MORE

Q: Is the Critical Path still relevant in today's changing market? A: In physics, when a theory conflicts with experimental evidence, it is discarded. That's what happened to Newton's Theory of Gravity once Einstein formulated his Theory of General Relativity.... MORE

Since May is traditionally one of the top three selling months of the year, I thought it would be helpful to review ten basics of closing new home sales.The essence of closing begins at the meeting and greeting process where... MORE