New Home Sales Training: Self-talk Scenario #6
In our self-talk scenarios we’ve been exploring price objections, negotiation tactics, and value versus price propositions. This is another familiar scenario where
June 4, 2012
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New Home Sales Training: Self-talk Scenario #3
In this self-talk series we are beginning to see a pattern as we listen to buyers negotiate, and look deeper into why
May 23, 2012
New Home Sales Training: Negotiation Skills Are an Acquired Talent
Sales is a profession, and just like any profession, it requires ongoing training. There is no end to what you can and
April 30, 2012
New Home Sales Training:Talk is Cheap: How to Counter The “Let’s Just Pass This Verbal Offer by The Builder” Tactic
Are you a new home salesperson or an order taker? Do you want to spend your time relaying half-hearted offers from a
February 23, 2012
Kindle Book: Secrets of New Home Sales Negotiation
Kindle Book: Secrets of New Home Sales Negotiation For those of you who are reaping the rewards of digital reading, Secrets of
February 13, 2012
Stop The Price War By Winning On Value
How can you be smarter when buyers are more armed with knowledge than ever? How will you win sales when competitors are
November 13, 2011
New Book: Secrets of New Home Sales Negotiation – Out Soon
My newest book, “Secrets of New Home Sales Negotiation, How to Achieve ‘Yes!’ Every Time,” is to be released in the next
September 12, 2011
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
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
You Never Pay Too Much For Something You Really Want
Simply put, intense desire to own reduces the price substantially. Yet, as we all know, even if some prospects ardently desire what
November 4, 2008
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