Selling Against Rising Interest Rates

It hardly matters where interest rates are; people have always been concerned about their payments. How do we help people over that fear that they’re paying significantly more? Make no mistake; they are paying significantly more than they were a short time ago. So how do we help people with that massive discomfort?

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Objections for Sales: I’m Just Looking

For many sales professionals, “I’m just looking” represents a sales-stopping moment. They may maintain a calm external demeanor, but the words “I’m just looking” often trigger internal dialogue like this:

“Great – another ‘just looking.’ The whole world is ‘just looking!’ Do you think I could get like, I don’t know, ONE person who is actually in the market to buy and not just kicking tires?”

Lest you think that your customers exist for no other reason than to waste your valuable time, let me remind you that saying “I’m just looking” is about as common as the sunrise. And, by the way, you do it too!

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How to Redefine a Tough Market

Look, we can discuss the state of the market, and it won’t change a thing. Just look at the list of factors that generally make up the housing market, supply and demand pricing economic factors, competitive forces, job growth, interest rates, and mortgage availability. The problem with that list is that the factors are all elements over which we have no control. So the list suggests that you are a victim of your circumstances. More than that, it indicates that the customer is also a victim.

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Sales Networking Tips: Show Me Your Hands

The best perspective I’ve ever heard on the subject is to think about how you approach networking: palms up or palms down? The mental picture suggests that when we approach such situations with our palms up we are in a taking mode; with our palms down we are in a giving mode.

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Staying Strong Mentally in a Tough Market

I don’t want to summon the boogeyman here, but I think it should be acknowledged. We’re entering a tough market. But not to worry. We know how to be ready for it. Learn how to stay mentally strong in a tough market.

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What is Customer Empathy? Is it Really a Sales Skill?

What’s your style of listening? I have to be careful about not labeling this merely as “good listening skills”; that would not do it justice. There is a more profound skill. You don’t just listen – you finish listening. Take in what the customer has to say and allow the customer to express it fully.

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Marketing Ideas for Multi-Generational Home Builds

Reaching buyers with custom homes or communities is much easier when you leverage builder and marketing solutions from Realtor.com. We can help you connect with serious consumers, build your sales pipeline, advertise your communities and extend your online reach.

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