Drive sales growth now? Let’s start with your outlook on the market. Oh, wait. Let’s not. The market is what the market is! Why not simply change the definition of “the market” and make it work on your behalf?

Delivering bad news is something we all have to do. We don’t have to like doing; I mean, who does? We’ll discuss guidelines to make this easier for you. Be quick, be honest, apologize when you need to and get that customer back on track.

The problem in a prolonged healthy market lies in what I refer to as an “entitlement mentality” from new home sales professionals. This mentality says, “If I show up for work and handle the rush of stuff that comes my way, I’ll get my fair share of sales.” It says, in a nutshell, “The market will come to me.”

In a tough market, there exists this natural tension. The buyer has a choice, and the natural byproduct of choice is that buyers want to take their time. The buying cycle gets longer. Where’s the tension? The more time they spend, the harder it is for them to decide. Long decision cycles are mentally grueling on our customers, and we don’t want that, do we?

The sales process is a two-way street. That means both parties have needs that must be met. There is a win-win solution, which ultimately involves the prospect moving forward with a purchase decision. We don’t have to be aggressive but there is another “A” word we should be comfortable with.

Your buyers have fears and need your help. Great salespeople don’t just sell a product; they offer something far more valuable to their prospects: they offer confidence. Confidence is the opposite of fear, so let’s figure out how to build that for our customers.

Buyer’s remorse, it’s a thing. We all know that. But why is it a thing? What’s happening in the buyer’s mind when they have this change of heart? Something happens along the way. The realities of the situation start to creep in. It’s the hassle of the mortgage paperwork. It’s the unexpected costs.

Try as we might to fool ourselves, there is but a single “number one priority.” But how do you know which is your REAL #1 priority?

Look, sometimes sales isn’t just about selling, right? But let’s be honest, selling is the main thing! It’s why you’re employed! Herein lies the importance of time management in sales. How can we ensure that it stays at the top of our focus when there are so many distractions?

Why does anyone buy anything? The simple (but accurate) answer: because of the desire to improve their lives. So, if we are all motivated by the potential of an improved life, we can infer that something needs improving, that there is dissatisfaction, a problem, and pain.