Avoiding These 3 Pitfalls After the Sale

As your customers go through the process, the fear is that sometimes they feel like they’re going through that process alone. If that happens, they fall prey to a mental phenomenon called catastrophizing. When something goes wrong, they believe that the worst of scenarios is coming true, and we just can’t let that happen.

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Make it Easy for Your Customers to Buy from Strong Community Teams

Community Teams consist of every customer-facing employee operating a community (including, but not limited to, salespeople, construction superintendents, studio designers, customer care representatives, etc.). The Community Team members must be on the same page and deliver consistent messages to the customer.

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Q4 Sales Strategies: Slow Down to Speed Up

Whatever the reason for moving, the clients sense that something in their lives isn’t right, that their housing situation is no longer satisfying. By the time they arrive at your doorstep, you can be assured that every prospective client you meet is on a mission to improve the quality of his or her life. After all, if there is nothing wrong with their lives now – if everything is rainbows and unicorns – well, why make a move?

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Sales Coaching Best Practices: Narrow The Focus

Great sales leaders understand the value of coaching and carve out designated time for one-on-one development with their sales professionals. But carving out time for this crucial activity isn’t enough. They must make your coaching encounters strategic and intentional.

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Celebrate The Sale

What can be done at the time of the contract to cement the emotional connection to that home? If you’re in home sales, you’ve seen this before. How can the salesperson set realistic expectations without diminishing the buyer’s enthusiasm?

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Why Should Salespeople Welcome Objections?

Why should salespeople welcome sales objections? Because we lose sales when we sidestep buyer objections. As salespeople, we must learn to embrace buyer objections and recognize the benefits of confidently dealing with them.

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Sales Basics 101: Learn Your Customer’s Backstory

Every customer has a backstory, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to rather than what the customer is coming from. Think about how you begin your sales conversation. If your questions begin with the word “what” you’re probably using a to strategy. The from strategy depends on the word “why.”

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