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Monthly Archives: May 2010
Excerpt from Tough Market New Home Sales by Jeff Shore In a strong market, the sales process is almost surreal. The conversation is heavily lop-sided; the salesperson does the talking and makes the decisions while the customer just goes with the flow. Sales counselors can seemingly do no wrong. They are in a zone, and they are in control. In fact, when a market is white-hot, customers might purchase homes that do not truly meet their needs just so they do not get left behind. In these cases, sales counselors can sell a home to a customer without really understanding that customer’s needs, wants, and desires. In tough markets, salespeople have a new demand placed on them – they must truly and deeply understand their individual customers. In this more challenging environment, sales professionals cannot get away with making assumptions; … Read More…
Right now, this moment, you have an uncomfortable task on your to do list. It’s a phone call you don’t want to make, or an unpleasant task that needs to be completed. Stop right now and ask yourself these two questions: 1) What is the worst possible outcome of doing this right now? 2) How will I feel when this is behind me? The chances are that the “worst possible outcome” is really not that bad. No one is going to take a swing at you. You’re not going to endure undo torment. The worst case is typically not that bad. When it comes to question two, this should be a great motivator. Think of how great you’ll feel to knock that task out right away. Good news: you’re only a couple of minutes away from actually feeling that. Do … Read More…
Think for a moment of three words that would describe a successful new home sales professional. Before you read on, consider taking a piece of paper and writing down three words that define excellence in sales. For example, you might write down something like: Positive; Driven; Personable. There are many possibilities and the list could actually be quite long, but the purpose here is to settle in on the most important attributes. Got your three attributes defined? Great! Now take some time to consider what you want to work on today as it relates to those three words. Is the word “Driven” on your list? What can you do today to prove that achievement drive? Perhaps one word is “Intelligent”. What can you do to get even smarter by the end of the day?
Paul Desmet is a long-time friend of mine and former sales competitor from way back. He sold in a new home community several blocks from my own. We were targeting the same buyer base in the same price range. Hats off to Paul, one of the classier people I know. Paul never degraded my community, my company or me in his sales presentation. The competition for sales was fierce, but it was never ugly. A different salesperson who shall remain nameless was a competitor in my very next sales community, but his tactics were far less admirable. He slammed my community, my builder, the quality of my homes, and even me personally. He was ruthless and unashamed. In the long run, Paul was not only more ethical but also far more successful. Prospects were turned off by the second salesman, … Read More…
I recently stumbled upon this very powerful talk given by J.K. Rowling of Harry Potter fame. It is the 2008 Harvard commencement address. The video is 18 minutes long and worth watching from beginning to end, but for now I just want to focus on the first 12 minutes as Rowling talks about the benefits of failure. It is a gripping story with some very powerful advice. J.K. Rowling Speaks at Harvard Commencement from Harvard Magazine on Vimeo. Don’t speed through this – watch it when you have time to take it in and think through the ramifications. Be honest with yourself as you consider how much of our lives we avoid risk for fear of failure, and how much of life we might have missed because of those decisions. Here is one of her thoughts to live by: “It … Read More…
Featured Product
- Great article in SMI "Designed To Sell:Sales Centers". Thanks to Kevin Oakley & Joan Marcus-Colvin for contributing! http://t.co/xz2ZDZgewd
- Great article in SMI "Designed To Sell:Sales Centers". Thanks to Kevin Oakley & Joan Marcus-Colvin for contributing! http://t.co/xz2ZDZgewd
- Nice way to end the week! http://t.co/xdnNJRxcug
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