October | 2009 | New Home Sales Training from Jeff Shore

Loading the player

Monthly Archives: October 2009

The Purpose of the Model Demonstration

6 Comments

Why do you demonstrate models? Think about that for a moment, and really try to come up with the reason. Is because you want to show off all the value? Is it because that is simply what you were taught? Are you trying to get a good shop score? If you said yes to any or all of the above, you might not be taking advantage of the number one reason why we demonstrate homes: to solve a prospect’s problem. Follow the premise that something is wrong in the prospect’s life right now, or they wouldn’t be out looking. If you can find what’s wrong with their current situation you have the best chance of presenting an appropriate solution. And that’s what the model demonstration should really be all about: presenting the solution. Too many salespeople use demonstration to feature … Read More…

Bob the Salesman – A Parable, Part 2

October 24, 2009

6 Comments

Last week I wrote part 1 of this story. If you didn’t read that, the following will make no sense whatsoever. Click on this link to read part 1 And now, part 2…. With one last step he rounded the corner into the family room, and there he saw the stranger – an old man in a rumpled suit eating a danish and watching television. “Hello, Bob!” said the stranger in an upbeat tone, as if nothing was wrong in the world. Bob staggered and stuttered. “What?…. How?… Who are you, and what are you doing here?” “Now that’s funny, Bob. Because I’ve been meaning to ask you the very same question. Who are you, Bob, and what are you doing here?” “I’m Bob, and I work here!” said Bob indignantly. “Oh, I know that already, Bob. But what I … Read More…

Bob The Salesman: A Parable

October 17, 2009

81 Comments

This is a story about a salesman we’ll call “Bob” (although his real name is Frank). Each morning Bob would get up at the crack of nine to get ready for his day. His morning routine was consistent: brushing his face, combing his teeth, and shaving his hair (Bob was really not much of a morning person). On his drive to work Bob enjoyed multi-tasking. This meant listening to Howard Stern, eating an Egg McMuffin, sipping a caramel latte, and texting his “girlfriend” (they hadn’t technically spoken since the Reagan administration, but Bob still held out hope, even though she was married these last seven years). As was his custom during the latter part of the drive, five minutes before arriving at his sales office (promptly at 10:20), Bob would occupy himself with his warm-up routine. This included self-talk (“I … Read More…

The Joy of Limitations

October 10, 2009

11 Comments

We are somewhat conditioned to have an automatic negative response to our environment when it relates to limitations. We fret and complain about a limited amount of prospects. We struggle with limitations from our customers (“I’m in a hurry”; “I’m just looking”; “We can only afford $150,000”). We feel limited by our location, or our product, or our processes, or appraisers, or financing, or any number of different restrictions that cause us angst. Perhaps we are looking at things with the wrong perspective. Perhaps there are opportunities within the limitations if we would only seek them out. We consultants talk a lot about “thinking outside the box”. But are the times when we would be more effective by thinking inside the box? When you get a chance, rent the movie Apollo 13 with Tom Hanks. Pay particular attention to the … Read More…

Beliefs → Behaviors → Results

October 3, 2009

9 Comments

(Note: For this article, it might be helpful to have something in mind that frustrates you about your own performance – a hang-up, fear, or general sense of inadequacy. Think about that for a moment before you read on.) If you’re like… well, everyone, you’ve got your fair share of hang-ups and frustrations that affect your performance in the sales arena. When we face a challenge or a doubt about our own abilities we have two options: 1) Work around it; 2) Work through it. The natural tendency is to work around it – to compensate by applying a strength in another area. For example, perhaps you find that you are really strong in a face-to-face conversation, but not so strong on the telephone. Your tendency will be to rely on electronic communication (e-mails) and stay away from phone calls … Read More…