Table of Content
Mistakes that I made prior to that, we learned how to fix and mistakes that we continued to make, I learned about it. Hey, let's praise you for the sales you're making and Kevin, you made an extraordinarily good point there. Your success in sales, if it's ever judged solely on the results you get, you have no idea what you're talking about. You have no frame of reference. The sales results are only a matter of, in any market whether you're great or not so good, what the market has been willing to give to you or allow you to take. Sales skills and sales performance should be judged against objectives and judged against the process.
The difference in this one is we don't have an oversupply. As a matter of fact, we have an undersupply. The other thing that makes this one different than any of the components of the other ones. The 2006, 2007 was definitely interest rates, wasn't it?
New-Home Sales Techniques: 12 Action Steps
A recession is when my neighbor loses his job. A depression is when I lose mine. Recessions can be psychologically extended. They can be psychologically extended because people buy into the idea, Well, maybe I shouldn't spend my money today.
Remember that success can often times be the biggest breeder of complacency. The recent upturn in many markets is starting to show some signs of that. Also know that no market ever remains great or bad forever. Always stay grounded in reality and be focused on the fundamentals, disciplines, measurable benchmarks, and accountability that are required for consistent optimum performance. Increase sales revenue and reduce unnecessary costs without sacrificing quality, integrity, and sound business practices.
The Best Home Builder Shows in Vegas
The worst question a sales manager can ask a salesperson is, “How is your traffic? ” The answer will always be, “It’s not enough.” The proper question is, “What are you doing with all the traffic that has been generated? ” The answer to this cannot be provided or measured without an appropriate customer relationship management system, used daily with accountability. And if the answer to that is no, or maybe you got a problem. You gotta seriously be willing to look at that, and it's not personal, it's business. And that's making sure that I've got the right people in the right place.
So, those are the things we learned that we had to do that we never had to do before. 'Cause, when markets are good, there's a whole lot of stuff you don't have to do and there's a whole lot of things you can do incorrectly and still look good by making sales. We need to think of the opportunity to sell new homes as a “Franchise Opportunity”. Our builders have invested anywhere from a couple of hundred thousand dollars for a single model, to many millions of dollars for planned communities.
Bob Schultz & The New Home Sales Specialists
I don't wanna mean unrest in a bad way, but we've never had a point where our country's been divided politically right or wrong or indifferent. And not only that, we have people today that cannot afford to buy food, let alone buy a house. So, those conditions create what we call the psychological impact of bad economic conditions of recession. What caught my eye was it said management training. So, I responded to the ad and it turns out that there were about 500 people that also responded to the ad.
We're gonna get over it, but you know what? There's a good deal on this. There's a good deal on that. I'm gonna go out to eat once in a while. I'm not gonna pull out of the economy. Now, that's different for this one.
At a time and date that suits you best.
It helps to keep me current and also provides a great refresher for everything I learned while I was there. Map of the Area or Aerial Photo - both Macro and Micro, clearly labeled with the benefits of the area. Use this to learn about your customer’s location hot buttons, Such as schools, work, recreation etc. You want to discover the customers primary reason for looking. Empower yourself to take your sales from good to great, and from great to extraordinary, with our Official New Home Sales Development System®.
So, we simply call it a See Me With the Customer Evaluation and nine times out of 10 when I ask that of a sales manager or a builder, Oh, I would never shop my salespeople. And automatically I know I've got somebody who's been riding the crest of the wave and I love a quote from Warren Buffet. He said this every recession cycle. When the tide goes out, you see where all the naked people have been swimming. Nineteen, late 72, 73, the Arabs got together, created a consortium, and they basically said, Guess what?
How much are they charging us to run their franchise? However, what do they expect in return? A Franchise mentality and the accountability that comes with it.
Demand franchise excellence. People take better care of items that they own. When a sales team takes ownership of the model center and sales offices and begins to function as if they had purchased a franchise to sell the builder’s homes, a different mindset takes place.
Prepare your complete sales presentation, write it out, and then practice for at last an hour a day, before your customers arrive in your sales arena. For most home builders, the resale market is your biggest competition. Accentuate the value of a brand new home and plant a seed of doubt. Cause the customers to think about what resale really is. Globally, we work with our clients to help them create and manage a superior sales force all the while enhancing their profitability by providing operational & managerial best practices.
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