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
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What will you do in 2009 that will be truly extraordinary? What will you look back on in years to come and say, "I did that - and I did it by design"? Regardless of what happens in the... MORE
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You don't get a second chance to make a first impression. Many shoppers make a decisions about you within the first seven seconds. Why is a detail so small, so important, and how should you handle this initial greeting?... MORE
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Warning: I'm about to offend people (especially managers) by challenging some of the decisions that are being made in response to market conditions. I'm prepared to deal with that wrath. But please, consider the message before shooting the messenger!The challenging... MORE
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It's no news flash that cancellations have been an especially difficult issue over the last few years. What percentage of your cancellations could be avoided with some proactive steps to avoid buyers' remorse? The former national sales director... MORE
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Are you stressed out? How can you manage your stress and channel it in a positive way? The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding career as a sales... MORE
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What exactly creates a great customer experience? What's the difference between just caring for and actually connecting with you customers? The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding career as... MORE
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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
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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
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In these days of tough market conditions builders are looking to be as efficient in their operations as they can. That sounds like a pleasant way of saying "saving money", but the reality is that working towards business efficiencies... MORE
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This video tip discusses how important appearances are when managing a new visitor's first impressions. The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding career as a sales representative in... MORE
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Critical moments exist throughout the sales process; however, none are more critical than the first twelve seconds. Together, the five seconds before the customer walks through the door of the sales office and the seven seconds immediately thereafter decide... MORE
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The following is an excerpt from Tough Market New Home Sales Not only are there wrong questions to ask, but there are wrong ways to ask questions. When I watch mystery shop tapes, one of the most egregious mistakes salespeople... MORE
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This video discusses how a confident approach to helping a buyer solve their problems is a necessary remedy to uncertain market conditions. The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding... MORE
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You've probably heard the term "low-hanging fruit" to describe something that is easy to obtain if you are simply willing to reach out for it. An example of low-hanging fruit in new home sales could be the culling of leads... MORE
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This video discusses the power of gratitude in your demonstration. When a prospect pays your product or community a compliment, say "thank you," and use it as an opportunity to learn more about what the prospect likes most. ... MORE
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This video discusses the typical fear of seeming "pushy" to your prospects. There is an appropriate time to be pushy to help others make necessary decisions. The former national sales director for Kaufman and Broad (now KBHome), Jeff... MORE
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Truley Loescher is a Sales Representative in Fontana, California. She told me about a conversation she recently had with a buyer who was concerned about falling prices. I thought you might enjoy this. "Joan is a single woman who was... MORE
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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
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I received an interesting e-mail from a sales professional this week who stated that a number of visitors to the sales office these days are less than friendly, with some being all-out rude. They won't answer the questions, they won't... MORE
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"A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty."Winston Churchill The market is this - the market is that. Whatever. The market just is. No sense in trying to interpret where the market... MORE
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