The sales trigger event is the moment when your customer thinks it is time to buy. The trigger event answers the “why now” question.

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.

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.

When it comes to understanding your customer’s motivation, it’s not about what the customer is moving to, it’s about what the customer’s moving from. Why are they thinking about moving in the first place?

Even the most accomplished sales leaders will have to address mediocre performers at some point. We currently find ourselves in a red-hot new home sales market and you might be seeing all of your sales pros crushing their numbers. So why talk about mediocrity now?

Would you like to improve your sales questioning skills today? If you can get your customer talking about the “why” of their situation, the rest of the sales presentation will roll out in front of you.

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.

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.

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.

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.