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.
Here’s the problem – with all the information shared on-line these days, often our guests/visitors know just as much about our offering as we do (maybe even more)! Their first visit to your community isn’t really a “first visit”. They may have researched and visited your website numerous times. They may be coming into your community with a floorplan and homesite in mind, perhaps even ready to purchase. But, you’ll never know unless you ask (and then listen to the answers, of course)!
Get out of your head and into the conversation. Listening builds trust, and trust is the foundation of any strong relationship.
New Home Executives