8 ways to be a better sales professional
Where are you with your goals? Does one of them include self-improvement? If you’re feeling a bit stuck, I have some ideas
March 29, 2023
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Common mistakes when showing a model home
You follow a sales process for consistency and effectiveness. Does that include a strategy for presenting the home to a prospective buyer?
March 22, 2023
The right questions when showing a model home
A successful model home demonstration is a chain of subtleties. From the path you follow to the features you point out to
March 16, 2023
How to show the model home the right way
When you invite someone to your home, do you welcome them in through your garage? Of course not. Then why would you
March 8, 2023
The path to effectively demonstrate a model home
I recently explained that showing a model home is a new home sales skill that can and should be learned. The process
March 1, 2023
Don’t show a new home. Demonstrate it.
Model home demonstration is a sales skill. It can be learned. It SHOULD be learned. I’ve seen too many new home sales
February 27, 2023
What is differential demonstration?
What is differential demonstration—and why do you need it for selling new homes? Let me put this in perspective. Would you start
November 9, 2022
Differential demonstration: Sell the location before the home
My last post explained the importance of differential demonstration when selling new homes. It’s a process that, when followed, provides a logical
August 26, 2021
The art of differential demonstration in new home sales
There are some purchases that warrant a thoughtful sales presentation, guiding the buyer to a passionate desire to buy. A car, a
August 18, 2021
Differential demonstration: Sell the community along with the new home
I realize that all new home sales professionals recognize the importance of selling the community along with the new home. They know
May 17, 2016
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