Though we follow a proven, fresh, and powerful sales approach, the content will be largely customized to the specific needs of your organization.

• Phases of Emotional Urgency
• Questions Every Buyer has Before Purchasing a Home
• Finding Out Where Each Prospect is Stopped in the Sales Funnel
• Influencing the Sales Process
• Creating Emotional Urgency in Your Customers
• Weaning Sales Representatives from Dependency on Incentives, Tax Credits, etc.
• Accomplishing the Customer’s Mission
• Setting and Achieving Performance Goals
• Selling Homes on a Logical and Emotional Level
• Selling a Particular Home Site on a Logical and Emotional Level
• Selling Value: Handling Value and Price Objections
• Handling Objections
• Removing Sales Reluctance
• Holding the Customer Accountable to Making Decisions
• Getting Customers Off the Fence
• Selling the Absentee Buyer
• Helping Customers Rethink Their Needs
• Overcoming Common Customer Stalls
• Overcoming Anxieties About Closing
• Creating a Follow Up Program
• Keeping the Sale Sold: Backlog Management
• Keeping the Sale Sold: Maintaining Buyers’ Enthusiasm
• Prospecting Through Follow Up and Referrals
• Prospecting Through Realtors
• How to Overcome a Sales Slump
• How to Sell Without Models
• Using Financing to Sell Homes
• Selling the Economy to the Buyer
• Handling the Initial Phone Conversation