Incognito Journal

Why Buyers Don't Like Salespeople

I grew up hearing the men in my family say, "Never trust a salesman," although it wasn't until I was well into my teens that I understood the reasons for their distrust.

COMPARATIVELY SPEAKING

Talking About the Competition

People who are in the market for a new home ask a gazillion questions.  It's what prospectivebuyers do when preparing to make the largest investment in their lifetime.  As their sales counselor, you don't just answer their questions, you educate, motivate, and facilitate them every step of the way.  It's what you do to ensure your prospects are able to make a well-informed decision.

But is it risky talking to buyers about your competition?

New Year's resolutions challenge us to try harder, go farther, and reach higher than ever before.  But simply saying we will reach this goal or that goal isn't going to get it done.  Success requires commitment, planning, and hard work.

Written by Nancy Luttrell

 SELL THEM THE FIRST THING THEY SEE

(In 20 seconds or less!)

When customers walk into your office, they are shopping for more than just a new home; they are shopping for the right sales professional to guide them through the process of finding and purchasing or building their new home.

What does this mean to you?  It means . . .

You are the first person they see and you have only 20 seconds to sell yourself!

 Written by Nancy Luttrell

FOLLOW UP

If you’ve lost it, find it!

I’m currently in the market for a new car – something I’ve eagerly anticipated for more than a year.  Weekends one, two, and three were planned well in advance, my strategy being to visit those dealerships farthest out and work my way home.  Quite honestly, I never expected I would still be looking after weekend two.

Make Time for Discovery

Q: Can you name the five features that top every new home buyer’s must-have list? 

A:         Of course not!

The most seasoned sales professional knows that customer wants and needs vary as widely as paint colors.  The examples below represent a very small portion of a very long list:

• Family size
• Social interests/Activity levels
• Health concerns/Physical restrictions
• Style/Color preferences