The Close doesn’t have to be a big event that’s intimidating or uncomfortable for the prospect and the sales person. It shouldn’t be treated as a major occasion that you approach after overcoming painful hurdles and then confront the prospect in an adversarial way. The Close is actually the opening of a new relationship and [...]

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If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]

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Have you done your research this month? Is your competition creeping up on you with new amenities, products and special incentive programs? Have you stealthily” shopped” the “other guy” to be able to counter any objections your prospective client may have?
STOP THE PRESSES! Your biggest competition is not the builder, broker, realtor, remodeler, manufacturer or [...]

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I have a simple question for you. Would you buy from you?
I ask this question in my seminars almost every week and so far, I have not had one single person fess up and say, “No, I wouldn’t buy from myself. In fact, Paul I would run as far away from me as [...]

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My wife and I are in the final stages of building our new home. We’re in the 9th month of a 4 month project so I believe the job is almost done.
While my contractor does fabulous work, he didn’t honor any of his timelines. At least he’s the only one who accrues expenses for every [...]

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