Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times
when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and, [...]

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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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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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Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week?
These questions are relentlessly driven into our heads and for good reason. Like many sales professionals, there’s often pressure to reach quota or a certain level [...]

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