Tag: new home sales negotiation

What is differential demonstration—and why do you need it for selling new homes? Let me put this in perspective. Would you start

November 9, 2022

Remember that when a buyer throws out a low number, it is not negotiation — instead it is desperation. In this self-talk

July 3, 2012

If you’ve been following our self-talk scenarios you will see a natural progression that most buyers go through when sitting on the

June 26, 2012

Often the negotiation begins on the phone before the potential buyer even walks through the door. Your goal is to motivate the

June 11, 2012

Great salespeople are always prepared whenever they are faced with quarterly performance evaluations. That’s why they are never caught without a grab

January 13, 2007

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