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
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Learning Lessons
If you’ve been with me for any amount of time, then you know I’m all about reading books and spreading and sharing
September 6, 2016
Three Skills That Identify Great Sales Managers
I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are
August 23, 2016
The Business Traveler’s Guide To Healthy Living
In an average year, I spend more time traveling for business than being at home. Anyone who is on the road
August 16, 2016
The Best Lessons Are Caught, Not Taught
Several years ago I was in a house and saw a poster that was titled “Children Learn What They Live.” The beginning
August 9, 2016
Handling Leads & Prospects
In the months leading up to your launch, your sales team will generate leads and prospects. If you establish a lead-nurturing system
January 5, 2016
Power Past The Fear of Sales Rejection
Here’s a quick quiz. Which of the following strikes the greatest fear in the heart of a new home sales professional? The
September 29, 2015
Selling New Homes Isn’t Easy
Selling new homes isn’t easy. Check that. Selling them successfully isn’t easy. I’ve seen some sales counselors show up at the model
September 1, 2015
How to Maximize Your PPC Investment
I’ve heard homebuilders say that pay-per-click (PPC) advertising is a waste of money. “People don’t read those,” they say, and “It runs
October 28, 2014
Leak #23: Missing the Manufacturing Excesses – Leaking Profits: Article 26
A homebuilder really has two separate businesses: the manufacture of the homes and the sales operation. We’ve covered 22 ways to plug
July 8, 2014
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