Selling Is A Dialogue, Not A Conversation.
Recently, I was talking with a great sales executive who was explaining the concept of “conversational selling”. He told me that this
September 27, 2016
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Differential demonstration: Sell the community along with the new home
I realize that all new home sales professionals recognize the importance of selling the community along with the new home. They know
May 17, 2016
Differential demonstration: The right questions to ask your new home buyer
A good interviewer knows how to guide a discussion to elicit more telling responses. You never ask a question that can be
May 3, 2016
Differential demonstration: Is your new home presentation on the right route?
I’m still en route to differentiating new home demonstration the right way. In this article, I’m literally on the route to success.
April 19, 2016
The key to new home demonstration: WIIFM?
In my last post, I talked about “differential demonstration” and the “Ta-Daaa Girl”. She’s the one on the game shows who waves
April 5, 2016
Still renting? Here’s why you should own, instead!
As the real estate market fluctuates, so does the rental market. At the moment, the rental scene is looking increasingly uninviting. A
March 8, 2016
Don’t be afraid to break the rules every once in a while
When designing the layout, color palette, and décor for a room (or house), most interior design professionals have rules about size, scale,
February 23, 2016
Should You Buy A New Home or A Used Home?
Show your customers the advantages of buying a new home compared to an existing one. In the cutthroat world of new-home sales
December 15, 2015
In pursuit of extra-ordinary
“Extraordinary” is the result of coupling two words: “extra” and “ordinary”. Ordinary is average, but when you elevate it with the prefix
November 3, 2015
How social media has influenced design & decorating
In recent years, the home design and decor industry has grown into one of the largest DIY sectors; and social media
August 11, 2015
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