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In the latest Karate Kid, there’s a scene where Dre (the karate kid himself) gets frustrated with his perceived lack of results. He wants to learn how to fight, but he doesn’t understand that he needs to learn the correct strategy before he can actually win. He wants the easy road–the quick fix.
I see it often with salespeople who don’t realize that they need to learn the correct new home marketing ideas & strategy before they can truly succeed.
When we get to the point of understanding the strategy behind addressing an objection like “I just want to think about it,” we can handle it much more successfully. The strategy is to ask ourselves, “What is my purpose in this stage of the sale? What steps must I be using to accomplish this purpose? How will I know that I have accomplished it?”
And strategy also includes understanding the why behind the potential buyers’ statement. Are they scared? Are they missing information that would help them make a decision? Have I asked questions to discover the answers to these questions?
If you want to make a career out of new home sales, then think at a higher level. Delay gratification by trying to learn the strategy before the quick fix. When you do this you will be on your way to true mastery (and holding your own against Jackie Chan).
Contributed by Jason Forrest, new home sales trainer/coach
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) 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.
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