Sales Skills in a Hot Market: Customer Retention

Despite the frustration, why would a customer want to walk away from all of that built-in appreciation? It just wouldn’t make sense. But what if the prices just were to go flat for a while? I don’t mean prices going down but what if the prices just went flat. What would that do to the customer? What can we, as sales professionals, do about that? I share three ideas with you.

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Sales Management Strategies: Building a Dream Team

Salespeople are, by and large, more competitive than the average Jill or Joe on the street. But the competitive traits that make them effective can also make them somewhat self-centered, to the detriment of the team (I speak from my own experience here — not as a sales leader but as a sometimes patently obnoxious salesperson!).

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Sales Skills for a Hot Market: Respect The Customer

Think about what your customer is going through. If you’re trying to buy a home in this environment, the first thing you understand is that your customer is a mental mess. They’re so confused with everything that’s going on around them with the difficulty of being a home buyer today.

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Turning Your Sales Meetings Into Rallies

I’ve heard sales professionals joke in the past about how the word “meeting” rhymes with “beating” because that’s how their past sales meetings felt to them. And, instead of feeling motivated and inspired when they headed back to their sales centers, they only felt bruised and battered.

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Sales Skills: Your Discovery Script

Imagine you were out shopping for a new home. You’ve been to four sales offices and worked with four different sales agents. Surprisingly, or maybe not, they all asked the same questions in almost identical order. Now as a buyer you may come to the conclusion that this is normal. This should concern you. Why?

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Weekly Sales Tips: Networking in New Home Sales

I’ll be the first to admit I’ve never been a big fan of networking. That is until I changed my way of looking at it. I saw networking the wrong way. I always had this picture in my mind of networking being about meeting somebody in a conference or a hotel lobby and then grabbing a business card and shaking their hand and saying, “Hi, I’m Jeff Shore and I’m in sales.” We just have sort of that icky feeling when it comes to networking if that’s the way we feel about it, right?

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12 Implementation Considerations for Buy Now

For the first time in history, a custom designed home has been sold through an online “Buy Now” offer. Harbor Homes partnered with Anewgo to make this possible and buyers were able to pick their homesite, personalize a floor plan, select their finishes, sign paperwork and make a deposit on their own time, remotely. If you’re thinking about implementing BUY NOW, here are the twelve important items you need to consider.

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Sales Strategies for How Your Customer Wants to Buy

Why does anyone buy anything? It all comes down to one simple motivating factor: The desire to improve one’s life. Whenever you make a purchase decision — either in business or in your personal life — you do so in the hope of creating a better existence.

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