Controlling Closing Fears
Let’s examine the fear the prospect often feels when we attempt to close the sale. We defined closing as the natural end
September 9, 2008
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Closing As A Skill
So what’s the cure for the tough times, those periods when you experience the emotional roller coasters and challenges of selling? The
September 3, 2008
You've Been Selling Since You Were A Child
How many "No’s" are you willing to take before giving up on a sale? Before answering, think back to when you were
September 3, 2008
The Sale Before the Sale
Why do people buy? When I ask this to both individuals and audiences, I usually get these logical answers: 1. It was
August 27, 2008
Do Today's Homebuyers Really Want a Cheap House, Part 4
As we’ve been discussing, discounts, deals, and financial incentives seem to be what homebuyers expect today. Last time, we discovered how to
August 22, 2008
Do Today's Homebuyers Really Want a Cheap House, Part 3…
As we discussed last time, discounts, deals, and financial incentives seem to be what homebuyers expect today. The prospect may say, "It
August 18, 2008
Do Today's Homebuyers Really Want a Cheap House, Part 2…
As we discussed last time, discounts, deals, and financial incentives seem to be what homebuyers expect today. As a professional salesperson, you
August 14, 2008
Do Today's Homebuyers Really Want a Cheap House?
Discounts, deals, and financial incentives seem to be what homebuyers expect today. Is the prospect justified in seeking deep discounts for a
August 12, 2008
Failing Forward
Every profession in the world has its own failure rate. Yet, as I often relate in my new home sales seminars, the
August 5, 2008
Move Now Before Interest Rates Move
Most consumers and even many sales professionals may not understand the real urgency of moving now before the interest rates move. However,
August 5, 2008
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