by Rick Storlie | May 14, 2009 | Sales Management Essentials
Since we’re at the New Year, let’s make a resolution, as salespeople, to sell to a process in 2007. The process is not revolutionary; it’s not even new. The most common name for this process is the Critical Path. I have modified it slightly, based on new home sales,...
by Rick Storlie | May 14, 2009 | Sales Management Essentials
The greatest thrill I get as a trainer, manager and coach is to see one of the salespeople I work with see some success by applying the sales techniques I teach. There is nothing better as an educator to take someone who is more or less raw, shape them through...
by Rick Storlie | May 14, 2009 | Builder Marketing Essentials
Wow what a ride 2006 was! As homebuilders and new home salespeople our bellies are full of humble pie. The new home market in 2006 reminded us all that we have plenty of improvement opportunities ahead of us. If there is one thing I hope you took away from 2006, I...
by Rick Storlie | May 14, 2009 | Sales Management Essentials
This is a question that is the primary topic of discussion for a week or two after the annual Builder’s Association of the Twin Cities Fall Parade of Homes. This conversation happens all over the twin cities, east to west and north to south. Inevitably the...
by Rick Storlie | May 14, 2009 | Close More Prospects Faster, Sales Management Essentials
Here is a question for you, why don’t we as salespeople like to close? I could pose that question to five different salespeople and most likely get five different answers but I would put money on this reason: the fear of rejection. Let’s take a closer look at the...
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