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From Salesperson to Sales Professional

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You know, it’s often the subtle little changes that we make to our sales presentations that have a major impact and take us from being a salesperson to a sales professional – like using good words and phrases.

In the course of your day, how many times do use the word “standard” when referring to what comes included with your homes? Let’s be honest – who wants something that is “standard” – that’s not very exciting or impressive is it?  Instead, think about elevating your presentation with something like “this is one of our inclusive  (or included) features”.

Using the word “upgrade” can strike fear in the hearts of your prospective home buyers.  And if you keep repeating it throughout your demonstration, you may as well be saying “ka-ching, ka-ching” – like cash registers are going off! Perhaps a better alternative would be – “This is one of the many ways that you may choose to personalize your new home with us.”

Basements can conjure up images of spiders and cobwebs, however, a lower level may conjure up images of additional living space for the family.

We can’t change the fact that a room in a home is small.  But instead, can we describe it as a manageable or efficient use of space?

Large might also be described as spacious or grand.  Wasted space becomes bonus space.  Different becomes special or unique.  Cheap becomes cost effective.  Lot or yard becomes a home site.

Remember, no one lives in a unit, and others have houses, but you…well, you have homes.

Forget being a salesperson, and instead, be a sales professional.  Our industry and our customers will thank you!

New Home Executives

www.nhexecutives.com

 

To object, or not to object…that is the question.

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Stop fearing your client’s objections and start embracing them! Objections give us a sense of what our clients are thinking and feeling. And if you don’t know what your clients are thinking or feeling – how can you help them gain clarity or find a solution to their problem?

First, acknowledge the objection. This demonstrates that you’ve truly heard your client and that you want to help them.

Secondly, don’t assume to know or to understand what the objection is. Here’s where we typically fail our clients and ourselves – we make assumptions. And of course, we all know the saying about assumptions, right? It’s so important that we ask enough questions to make certain that we truly know what the objection is, and where it is coming from. And if you take the time to ask questions, be sure you also take the time to listen to the answers.

Thirdly, explore and come up with potential solutions. Remember, this is a partnership. The solutions will be provided as much by the client as they are by you!
And finally, confirm that you have addressed their needs satisfactorily, and that they can continue to move forward in the process. Objections aren’t bad – they’re simply opportunities to get to know and serve our clients better!

New Home Executives

www.nhexecutives.com

Who do you trust more?

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Who do you trust more – someone who talks (or) someone who listens? The answer is obvious – listens. Listening is far more effective and advantageous in the sales process than talking, yet as sales professionals, what do we tend to do? We talk…and talk…and talk. Read More

Do you have a fear of buying “new”?

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We’ve all heard at least one horror story, right? A friend, of a friend, of a friend, who purchased a new home from a builder and it was a complete disaster – from beginning to end. Whether it was the sales agent being pushy or dishonest, or the builder using sub-par materials or missing the promised delivery date. Whatever the reasons, these infamous tales are now embedded into your memory and they’ve struck a fear in your heart. Read More

Down on your luck? Time to turn things around.

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It happens. Sometimes our sales numbers aren’t where we want or need them to be. And when this happens, we need to turn things around – fast!First, we need to determine how we got ourselves into a “slump” in the first place. Let’s go back in time. What were our sales like three to four months ago? Were they good? If they were, then eureka! We have our answer. Chances are, we dropped the prospecting ball. We stopped prospecting. Read More

“Help! I’m not feeling motivated!”

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We’ve all been there at some point in our lives (some, unfortunately more than others). For whatever reason we just aren’t feeling motivated. We can’t seem to focus or put anything into action. It’s almost as if we are in some sort of catatonic state.

Often people look to others for motivation, however we really need to look within first. What’s causing our “slump” in the first place? And what can we do to get out of it – quickly? Read More