To get the most out of your new perspective on the market, a solid commitment will be required. It’s up to you to drive YOUR sales productivity.

When I’m out in the field coaching salespeople or watching video shops, I often encounter common mistakes salespeople make when asking for a sale. I get that there are reasons people don’t buy that have nothing to do with our delivery or mindset and are often beyond our control. Let’s focus on some things we can control.

If you’re a home builder, you’ve got a lot on your mind. It’s never a bad idea to stop and brainstorm the number of things a customer has to deal with in purchasing a home. The mental considerations are non-stop, and they are grueling. Somewhere near the top of that list is how a customer thinks about price. And there is no question they think about the price a lot.

Let’s discuss how to leverage consumer behavior trends to engage potential buyers online and in person, how to showcase the benefits of new homes through visual assets and use technology to sell more inventory homes online. We’ll concentrate on marketing strategies that will help you increase visibility, and put potential buyers at ease by providing transparency and making it easy to buy your homes.

If you’re like… well, everyone, you’ve got your fair share of hang-ups and frustrations that affect your performance in sales. Sales training basics teach us many valuable techniques, but without belief, all the methods in the world won’t get us to top-performing status.

So often, when we think about negotiating, we think of it as a win-lose proposition. We don’t want to be on the wrong side of that objective. We can all agree that a win-win is a better outcome, but how would we do that when our customer is hammering away at a price? How can we both end up satisfied with the result?

True sales professionals take advantage of every conversation and advance every sale as far as possible. The prospect might stop the sale for legitimate reasons, but YOU must NEVER stop the sale. YOU must take every sale as far as it will possibly go.

Proactive sales leaders live each day of a good market as if it is their last, and they always provide motivation when sales are down. There are lessons we can learn in a tough market that cannot be learned in a strong one.

We all have to deal with that one customer who simply does not want to give in to price negotiation. They are the relentless dealmaker. You know who I’m talking about, and I know the frustration they can bring.

Confidence is the single most underappreciated skill set of a great sales professional. A lack of confidence is a recipe for mediocrity. An abundance of confidence is evident in every top-performing sales professional.