DENVER, CO / ACCESS Newswire / July 16, 2025 / Shore Consulting, Inc., the top sales training and leadership company in the homebuilding…

When we look at six-figure sales professionals, what makes them six-figure is their ability to perform consistently over a long period of time. They are masters of persistence. Persistence means we stay diligent to do those things that will matter day after day after day.

Rising interest rates can cause a decrease in housing purchases, but the Lifestyle Home Loan from Mutual of Omaha Mortgage, Inc. may be a solution for builders’ baby boomer buyers. Find out how it works and what benefits it provides.

Negotiation is an unavoidable reality of the sales world in which we live. When faced with an entitled customer who skips any real negotiating and immediately throws down an ultimatum, it is only human to want to respond with something like “Nice NOT working with you!”

“Bring on the rejection!” said no one ever. No, it’s not fun, but to be expected. What separates good salespeople from great salespeople is how they handle rejection. Dealing with rejection depends heavily on how we interpret and react to it. Let’s consider how successful salespeople accomplish this.

The Wizard of Oz holds valuable leadership lessons. Join me on an accelerated stroll down the yellow-brick road and learn from these well-known characters.

Every customer has a backstory, but most salespeople don’t bother to find out what it is. They fret about what the customer is moving to rather than what the customer is coming from. That line of questioning won’t get you far because you haven’t learned a thing about your customer’s backstory. You don’t understand the context around their decision to walk into your showroom in the first place.

When you’re going out to prospect, wouldn’t it be great if those prospects already know you? Wouldn’t it be great if you were already connected to them in some way and they were looking forward to your call? Good news! It’s possible to have that in your own prospecting experience.

There’s one thing six-figure sales professionals have in common, and that is they are relentless. They don’t give up. They won’t surrender. There is this concept of persistence that is critical day after day after day.

We all have to say “no” at some point. When you have to say “no” to something someone else wants, it can be challenging to strike the right balance between being empathetic and assertive. Empathy in your response can help the other person feel heard and valued, even if they don’t get what they want.