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Current Sales Training Articles

• New Home Sales Training: 4 Common Homebuyer Objections
  Does it ever feel like you’re tackling the same obstacles when negotiating with new homebuyers? The faces change, but the obj...
• Expectations are Everything
  Don’t kid yourself – we are building, marketing, and selling an emotional product in our industry.  And when it comes to the ...
• Don’t Be an Elephant or a Flea
  When a baby elephant is first placed in a circus, it's trainer ties a small rope around it's leg and tethers it to a pole to ...
• Are You Swimming Naked?
  Warren Buffett is credited with saying, “It’s only when the tide goes out that you learn who’s been swimming naked.” To parap...
• The Glass is NEVER Half Empty
  There's a glass in front of you with some water in it. Is it half empty or half full? You know the drill here. If you a...
• Running late? You're also running out of respect
  Football Hall of Famer and philanthropist Gale Sayers once said that if you're early, you're on time. If you're on time, you'...
• Qualify Buyers First
  Here are the reasons why it is essential to qualify your buyers before committing any of your valuable time or energy. 1. ...
• Your Daily Sardine Sandwich in New Home Sales
  Bill is a construction worker who has just started a new job. His foreman has advised him that the crew members bring their o...
• Prepare to Innovate
  It is important to keep your mind flexible and open to new ideas. One of the results of achieving this goal is that you will ...
• How to Recruit a Great Salesperson
  There is no real mystery to identifying a person who would be a great salesperson. It doesn't require close examination of a ...
• The Dream Date -- New Home Sales Training
  I've blogged in the past about the importance of creating a "magical experience" for the home buyer and compared the feeling ...
• Behold: The Prophet of Profit Speaks
  There once was a likable bloke Who built homes for a whole lot of folks. He discounted them deep And priced them rea...
• Prospecting is a Contact Sport
  Making a sale requires action, not inaction. Unfortunately, I see one sales center after another populated with so-called "sa...
• You're Not A Sales Person If You Give It Away
  It is a misconception that customers are only concerned with the lowest price. Many salespeople and business owners think thi...
• How Healthy is Your Business?
  In the past I've written about health as a deficiency need. It only seems to take precedence in our lives when we begin to fe...
• Get Out And Sell
  A home sales center should be welcoming and comfortable for the guests. As a salesperson, you should spend as little time as ...
• The Principle of De-Hiring
  One of the hardest tasks a manager ever has to do is terminate an employee. This concept of "firing" dates back to medieval ...
• Opportunity is Still Knocking
  If you are listening to the vocal majority, you believe that it's just about impossible to make a sale. No one is buying. The...
• Your Toughest Prospects Are Your Best Teachers
  Everybody wants the easy sale the person who walks into your new home sales model, checkbook in hand, and says, "I'll take it...
• TIME BLOCKING -- New Home Sales Training
  There is never enough time in a day to accomplish everything you'd like, right? Even if you had a 48-hour day, you'd somehow...