To effectively respond to the “price-only” mentality of consumers successfully, new homes salespeople must:
Become a construction authority, internalizing and memorizing every construction definition and term.
Know everything there is to know about the uniqueness of their homes in the marketplace.
Know the complete needs, concerns and wants of their customers.
Have the skills to match their homes to the needs, wants and concerns of each customer.
Have a general understanding of business.
Have high self-esteem.
Possess the ability to manage the emotional issues of selling and rejection.
Believe in the company and homes they represent.