Rev Up Your Power at the Negotiation Table
You can walk into a negotiation for a new home sale with full conviction that you have the ability to achieve the
December 3, 2012
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“No” is The First Step Toward Getting to “Yes!”
Why are so many people deterred when they get “No” for an answer to a request? Think back to your childhood when
September 4, 2012
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
"You're Not A Salesperson If You Give It Away"
It is a misconception that customers are only concerned with the lowest price. Many salespeople and business owners think this is so.
November 4, 2008
Six-Step Method To Overcoming Objections
Here are the six basic steps for handling objections or addressing questions and concerns. The system was popularized by the renown sales
October 22, 2008
The "Law of Six"
In sales there is a universal axiom that sales trainer Brian Tracy calls The Law of Six. It states, "customers really have
October 17, 2008
Qualify Buyers First
Here are the reasons why it is essential to qualify your buyers before committing any of your valuable time or energy. 1.
October 9, 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
Managing Objections
Managing Objections: Part seven of a 12-Part series highlighting the development of a proven New Home Sales Process. Managing Objections Regardless of
June 19, 2007
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