Only 1 out of 10 active homebuyers will purchase a new home. What that means is, every homebuilder in the nation is competing for that one buyer. Let me ask you a question: What comes to mind when you hear the term “maximum market share”?

Ah, the brand new sales person! Your infinite exuberance never fails to inspire me! I find you often fervently searching for new sales techniques but also the right mindset to achieve sales success. Most of the articles I read from other professional sales bloggers speak to seasoned sales professionals. So sales newbies – this one’s for you! Read on for the very best advice I can offer you.

When Ryan Taft and his wife went looking for a new car, they were not excited. They knew what they were getting into when they stepped into that dealership, or at least they thought they did. But, what they dreaded at the start of the day didn’t happen, in fact they actually enjoyed a fantastic experience.

A perceived lack of safety brings fear. A lack of trust bring a lack of safety. Consider this all-too-common sales question: “What’s your budget”? What are the chances that you’re going to get a truthful answer? If there is a lack of trust the chances of an accurate response are approximately 0.0%. Here are three ways to increase trust (thus increasing safety, thus increasing honesty).

Do you ever find yourself saying something like this: “Why won’t my sales prospects call me back? I keep following up, and I hear nothing from them. What am I doing wrong?” The answer to this perplexing and frustrating question is usually found in one or more of the following four reasons:

​We have all heard it before, if you don’t ask, you don’t get. Ryan Taft agrees 100 percent with that statement. But sometimes we ask for the sale and still don’t get it. There are reasons people don’t buy that have nothing to do with our delivery or mindset, but you need to focus on the things that you can control. Here are three common sales closing mistakes and how to avoid them.

I posed this survey question to my weekly email subscribers: “How quickly do you follow up with a customer after your first sales presentation?” Hundreds of you responded in the first couple of days (thank you!) and we’ve compiled those results into this snazzy Infographic:

​Here’s Amy O’Connor’s brilliant idea for dealing with “I’m just looking”. Are you ready? Stop prompting your customer to say it in the first place. Brilliant, right? I know! But wait, there’s more. When you hear “I’m just looking”, that’s your cue to launch into this four-step pattern:

Have you ever had one of THOSE days? A terrible, horrible, no good, very bad day. You know, the day where EVERYTHING goes wrong? You might not be able to change what’s happening around you, but you certainly can do something about the way you handle it. So, here are five tips to help turn a bad sales day around.

​You’ve probably heard that goals fail because they were not written down, or because they were not realistic, or because of a lack of accountability. All those things are important, but none of those hits on the biggest issue of all. More than anything else, success in goal achievement is traced to one thing: goal clarity.