October 2008 Archives

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

In this video, I discuss how best to deal with "buzzard buyers". I includes tips on follow-up and sales calls.   As a consultant, facilitator, trainer, and speaker, Dr. John Musser provides the intelligence, strategy and feedback needed to guide your sales organization.... MORE

  In an earlier post, I discussed how social networking web sites could be used to reach out to new leads - self-prospecting with new technology. That post described a specific example using Facebook to find young professionals. If you... MORE

This year there will be sales fruit on the trees - some of it low, some of it high! Your job is to go and get it. Following are the Ten Commandments for mining the gold that is available... MORE

  What happens when you are not in your model home sales center? Builders and new home sales professionals, read on, because what happens (or does not happen) in your model does matter.   Builders all know the financial and... MORE

Sales Agents - Even though you may not be the final decision maker when it comes to a new home negotiation, you are at the core of a sale!  Your Builder relies on you to relay all of the... MORE

This video tip discusses effective strategies to move standing inventory, how to find uniqueness in each one, and how to determine why it will sell.     The former national sales director for Kaufman and Broad (now KBHome), Jeff... MORE