New Home Sales Training Tips: Creating an Exterior Experience

Roughly one-third of all buyers are exterior buyers – meaning these buyers are really focused on and more interested in what’s happening on the outside of the home, versus inside the home. Perhaps it’s views, streetscapes, landscapes, or lifestyle opportunities. Point is, we need to know what’s important to our buyers and tailor the experience to them.

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Working In Sales: Your Character Traits

Our job working in sales is to help people achieve whatever mission they are on. The best helpers are the most successful salespeople. Character traits are a tricky thing but certainly not impossible to change.

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Weekly Sales Tips: How to Get Promoted in Sales

Perhaps you think that sales leadership might be the next step for you. Some of you aspire to be in a sales leadership role. If you want to move into that leadership role, let me offer you just five steps to getting promoted in sales that can help you to get there.

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The Emotion of Sales Follow-Up

One of the most important concepts you must understand about your customer’s journey is what goes on in the buying brain. You need to understand Emotional Altitude, which can be defined as the level of positive emotional involvement in a situation or decision.

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Sales Skills: Avoid the Closing Pause

At the moment when the voice tells you to “ask for the sale” that awkward pause more often than not, rears its’ ugly head. Both you and the customer feel the pause. I share three ways to avoid this awkward pause.

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Weekly Sales Tips: Setting Your Own Sales Goals

Great salespeople don’t like being out of control. And yet so many salespeople allow others to take control of their overall success, of their victories, even of setting their own goals. And if you want to do this right, you need to rethink the process of goal setting.

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