Are You Starting a Negotiation With a Concession?
As a new home salesperson, how many times has a customer asked you about incentives and discounts before even looking at the
October 22, 2012
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Preparing to Negotiate A New Home Sale, Part 1: Why?
Do you enter into the negotiation process with a homebuyer, fully prepared to get the best value for your builder or developer?
August 13, 2012
New Home Sales Training: Your Toughest Customer Is You
When you negotiate a new home sale with a potential buyer, you can expect questions like, “Can you do any better on
April 17, 2012
Control The Sales Conversation With No-Fear Negotiation
Everyone thinks buyers are only interested in the best PRICE. The truth is, they’re really interested in the best VALUE. Objections—there are
November 29, 2011
Deals, Discounts and Incentives – Part 3
We’ve only scratched the surface of Deals, Discounts and Incentives. You already know that it’s a closing tool, not your opening statement.
May 3, 2011
Deals, Discounts and Incentives – Part 2
When dealing with new home sales, there is a vast difference between a discount and an incentive. Remember an incentive is a
April 28, 2011
Having A Bad Hare Day?
Greyhound racing is a betting sport that draws crowds from across the country who sit in the stands and watch these sleek,
March 17, 2011
What Buyers Really Want
Perhaps you saw the June Consumer Reports magazine, which rated retailers based upon customer surveys. When it came to service, Dillard’s was
October 5, 2010
Get the Lead Out!
Here they come. Those pesky competitors. And right beside them are your coveted buyers. Tightly clasped in their hands are sharpened pencils,
September 30, 2010
Profit or Loss?
It isn’t easy to make a profit in the construction industry; but it’s next to impossible to make one if you start
September 21, 2010
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