The 4:2 FormulaⓇ
3rd Edition | Updated and Expanded
The Most Proven Sales Strategy in the New Home Industry.
Through hot markets, cold markets, and truly insane markets, The 4:2 FormulaⓇ has remained the most used, most reliable, most effective sales strategy in the industry.
The 3rd edition expands and updates the book with additional insights we’ve gained from thousands of training and field coaching hours with sales teams, as well as the success stories from the frontline salespeople who are using the formula every day.
What Is The 4:2 FormulaⓇ?
The 4:2 FormulaⓇ is a strategic structure (not a script!) for sales conversations that informs sales counselors of both where they are and where they are going in the discussion with their buyers.
The premise is simple: 4 key discovery questions drive you toward 2 key agreements with your customer.
THE 4 DISCOVERY QUESTIONS
RELATIONSHIP
An easy start to a friendly and productive conversation!
MOTIVATION
“Why are you thinking about moving in the first place?”
CURRENT DISSATISFACTION
“What’s not working for you in your current home?”
FUTURE PROMISE
“What are some of your ‘must-haves’ in your next home?”
THE 2 VISION AGREEMENTS
SUMMARY DISSATISFACTION
“So you’re telling me if you stay where you’re at right now…”
SUMMARY SOLUTION
“So what I am going to show you is a home that will offer…”
TRUSTED SALES LEADERS RECOMMEND THE 4:2 FORMULAⓇ TO FRIENDS AND COLLEAGUES…
“Jeff Shore’s 4:2 methodology is the only sales strategy we trust at Tri Pointe Homes. And The 4:2 FormulaⓇ is the playbook for every one of our sales professionals.”
“The 4:2 FormulaⓇ is the standard for excellence in new home sales: customer-centric, easy to implement, and full of practical steps from cover to cover.”
“The 4:2 FormulaⓇ continues to set the standard for excellence in home sales. Practical, actionable, and designed for salespeople who want to deeply understand the way the buyer buys.”
“We entrust our sales professionals to no one other than the Shore team, and The 4:2 FormulaⓇ has been a vital part of our success for more than a decade.”
“Ten years ago, Jeff Shore wrote the definitive book on excellence in new home sales. Ten years later, it still stands alone as the masterwork for our industry.”
SALES LEADERS: GET BOOKS FOR YOUR WHOLE TEAM
Save 25% when you order bundles of 10 books. Leverage your team’s potential and get your entire staff up-to-speed on the most proven, most effective sales strategy in the industry.
Your team will know their customers better than any of your competitors ever will.
About the Authors
Jeff Shore
Jeff is a top-selling author and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speakers Group.
Amy O’Connor
As one of the most in-demand sales training consultants in North America today, Amy O’Connor brings a decade’s worth of industry experience and knowledge, along with a fresh female perspective on leadership, to her impactful and enlightening seminars.