New Home Sales Training: What Is Enthusiasm?

Look at the last four letters of enthusiasm: IASM means I Am Sold Myself. Unless you become excited about your homes and are sold yourself, nothing will happen. Your prospects will not become emotionally involved until you deliver your presentation with a white-hot excitement that spurs their interest. You must go beyond simply knowing your community/builder/model homes to truly believing in the worthwhile benefits and solutions they offer the buyer.

If you have enthusiasm about your new homes and community, your career, and your company, it will be infectious. Your excitement will ignite the emotions of your prospects and kindle in them a desire to own.

Put simply, to show genuine enthusiasm, you must believe in what you sell; believe your prospect will profit by it; and believe in the builder you represent. You must be sold yourself before you can fully sell to others.

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