According to the National Association of Home Builders, women make 91% of the decisions regarding the purchase of a new home. Does your sales and marketing technology reflect this astounding statistic?
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The typical sales presentation often ignores the psychology of the decision-making process and focuses on buyers’ wants and needs. Understanding the need is important, but understanding the why behind the need is far more critical.
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When we think about the word “confidence” in the context of sales, we usually relate it to the salesperson. But the data also suggest that we should give equal consideration to the customer’s confidence.
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The process of shopping for a home invariably takes a customer through a variety of emotions. Sometimes those emotions are positive and sometimes they are negative. We want to enhance the customer’s experience by elevating the positive emotion—by increasing what we call Emotional Altitude.
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True best-in-class sales teams define their success not by their practices but, rather, by their principles. They define the culture first and the systems second.
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Since the term “shops” can be a bit intimidating, many builders have coined the term “Game Film” to help take out the anxiety. Every sport uses “Game Films” to help their players become better athletes and to identify strengths and weaknesses.
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Do you remember the gold star in elementary school? You know, the one you got if you cleaned your desk, or didn’t eat the glue. Here is why you shouldn’t go for the gold star now.
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With instant access to data and information 24/7, customers have more choices than ever before. In a world of ever increasing information and distractions, how do you stand out from the competition?
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Our memories are more powerful than our imagination, and we make our plans accordingly. To win the mental battle of memory vs. imagination, we need to practice imagining independently of our memories.
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Competitive environments can lead to a subtle sense of exceptionalism and egotism. But in the most successful sales teams, the whole is greater than the sum of the parts.
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