When prospects begin thinking about buying a new home, they first try to imagine themselves enjoying the home in the future. They start fantasizing about the possible benefits of living in it. These fantasies are influenced by past experiences they’ve had with other homes they’ve owned, rented or visited. They’re also influenced by the present [...]

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The key to selling in today’s markets is differentiation. Research shows that after six to eight model tours, all the models look the same. However, the one factor that causes one builder to position itself above the others is the highly trained and motivated salesperson. But that in itself is not enough. That salesperson must [...]

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I received a voice mail from a sales representative:
“The purpose of my call today is to introduce myself and take a moment to briefly describe for you two core-based technologies; laser Internet on-line office and an Internet broadcasting technology. I don’t know whether or not if any of these applications may be of interest [...]

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1. Not understanding the goal of the call
When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don’t identify the goal of their phone call and so they do not get the [...]

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