The “Ps of Marketing” that often get the most attention from builders are the ones that are easiest to control-the packaging, price, product, promotions, etc. Unfortunately, that means that some other important Ps (such as people, presentation, and process) often fall by the wayside.
Listen for tips on bolstering the “other Ps” and taking a more balanced approach to marketing.
Contributed by Jason Forrest, new home sales trainer/coach
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.