The 4:2 FormulaⓇ
10th Anniversary 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 10th anniversary 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’s In the 10th Anniversary Edition?
- A new introduction from Jeff Shore
- Updates and expansions based on the thousands of classroom and field coaching hours that Shore Consulting has delivered
- New contributions from Shore Consulting trainers Amy O’Connor, Ryan Taft, Michelle Bendien, Mary Beth Berry and Jeremiah Gore
- New best practices, strategies, and techniques from frontline sales professionals and sales managers who put The 4:2 FormulaⓇ into practice 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…”
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.
ORDERING MORE THAN 100 BOOKS?
CALL MIKE WISE RIGHT NOW TO RECEIVE
A FREE CUSTOM ORDER CONSULTATION
Email [email protected]
or call 844-54-SHORE Extension 704