How Can You Turn Customer Objections into Sales Compromises?

Most major decisions in life involve some level of compromise. Think about the home you live in and the car you drive. Your customers are going to have to compromise as well. Your job as a sales professional is to help customers work through their compromise points to get to the sale.

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Are You Taking Ownership of Your Own Attitude?

I recently received the following email from Jennifer, a real estate salesperson in Michigan. It’s an interesting case study in dealing with difficult customers. It happens…every day. The question is whether you will allow their behavior to change your attitude.

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Do You Know The Good News About Buyer Objections?

Why are salespeople so scared of customer objections? When we sidestep buyer objections we lose sales. Amy O’Connor shows us that as salespeople we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

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3 Questions to Help Your Customer Embrace Reality

Customers often start out thinking their wants are actually their needs. But as is so often the case in life, money (or the lack of it) clarifies the difference. As salespeople, we must ask the clarifying questions that help your customers recognize reality. They might not get everything they want, but you can help them get what they need.

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Avoid These 3 Mistakes and Watch Your Sales Explode

Ryan Taft loves to observe peoples behaviors, one of the behaviors I’ve observed during the sales process are salespeople who actually stop the sale. Obviously your goal is to help your customers and close a sale (no duh). That being said, here are three behaviors you absolutely must avoid if you want your sales to explode.

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6 Easy Steps to Conquer Your Biggest Sales Objections

Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it is natural that objections will arise. Alice Heiman shows us why learning to handle objections is so important.

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Are You Tracking Your Own Leading Indicators?

Are you using KLIs to look at your business? Mark Hunter explains Key Leading Indicators. These are things we need to monitor closely to gauge what changes a business may need to make to either prevent an issue or capitalize on an opportunity.

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Are You a Sales Doctor or Sales Dealer?

To often in the home sales industry, sales pros try to provide their clients with excellent service but haven’t determined or diagnosed their needs. Nancy Smith shows us that out of respect for the client, we need to understand their motives, needs and desires, then direct them to the home options that best meets their needs.

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Do You Have a Loser’s Mindset or a Losing Mindset?

Let’s face it, anyone who’s gotten anywhere in life has failed. Failure is a part of winning. If you’re not failing, you’re not stretching yourself. So when Amy O’Connor talks about the loser’s mindset, she’s not talking about failure. It’s often a person’s response to failure that defeats them; and succumbing to your failures is a losing proposition.

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What is Your Strategy When Setting Goals?

Goal-setting is a very popular topic, unfortunately, for as popular as it is, goal-setting is not something often done well. In this article, Kelly Riggs dives deep into the ways people DO set goals and the ways that they SHOULD set goals.

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