Serve up a Juicy Dose of Rationalization
No one sells products. Whether you’re peddling shoes, computers, or a new home, the close is not centered on the product itself.
April 14, 2009
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Why Script The Sales Process: New Home Sales Training Video
Check out my latest new home sales training video “Why Script the Sales Process”: Keep checking back each week to get more
April 9, 2009
The Myth of the Natural-born Salesperson — New Home Sales Training
I keep hearing successful closers described as "a natural-born salesperson.” When a baby is born, do you think the doctor hands the
April 7, 2009
Watching and Waiting for the Unheard-of Bargain
I saw a television commercial recently with a young couple and their two children sitting patiently on a bench in front of
April 2, 2009
10 Steps to the Sales Process : New Home Sales Training Video
Check out my latest new home sales training video “10 Steps to the Sales Process”: Keep checking back each week to get
April 1, 2009
Get In or Get Out, but Get Going
Marketing guru Seth Godin wrote an eye-opening book called "The Dip.” The premise is that you need to learn when to quit.
March 31, 2009
The New Game of Negotiation
Do you remember when you walked into a car dealership prepared to play the negotiation game? You make your offer. The salesman
March 26, 2009
Selling is a Process: New Home Sales Training Video
Check out my latest new home sales training video “Selling is a Process”: Keep checking back each week to get more FREE
March 25, 2009
Smart Buyers, Crazy Offers
I was recently talking with a builder who was incensed by the demands of prospective buyers. "They want me to just throw
March 24, 2009
A Lesson From Lincoln
Abraham Lincoln’s strategy for winning a debate was to determine the issues of the counter-party in advance. From there, he would develop
March 19, 2009
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