Life Feel Like A Pressure Cooker?
What’s a pressure cooker have to do with selling? There’s always pressure to be successful; financial pressure, family pressure, pressure from ourselves.
January 17, 2017
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Business – A War Without Bullets
In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company. Five years
December 27, 2016
Selling Is A Contact Sport
We have evolved into a culture that expects instant gratification. We want Wi-Fi everywhere so we can access anything we want, at
December 13, 2016
Rethinking the Sales Process
The new home sales process is a science and, as with any scientific field, gut feelings and hunches do not play a
November 1, 2016
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
New homebuying has changed. CMAs should, too.
Not so long ago, when you were trying to communicate the market value of a home to a prospective buyer, you prepared
June 28, 2016
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
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