Housing Giants - April 24, 2008 - (Page 13)

SELL such as presenting and closing. Technical training is what we all know as product training. It’s when the manufacturer comes to your sales meeting and tells you all the cool stuff to say about their product. It’s when your builder walks you through a home under construction, pointing out what great quality you have. On the other hand, technique training is what we all recognize as sales training. That’s where the out-of-town guru arrives with a bag of tricks and says you need to close harder, earlier and more often. It may sound far-fetched, but both training methods are the source of your image problem. STUCK IN A RUT How many times have you seen a new salesperson thrown to the wolves, or put in a community with virtually no training? WWW.HOUSINGGIANTS.COM And how many times have you seen that same new associate knock ’em dead as far as making sales? The rookie salesperson has a constant he or she can rely on:listening is his or her only skill. And if we hire right, it’s the one true skill they bring to the table. But then it disappears. After a few months of our training, associates discover something new, product knowledge — and boy, are they proud. They share it with everyone. Then comes a drop in sales. The old timers say, “I knew it couldn’t last.” The managers say, “I wish it would last forever.” The customers say, “Whew, out of there at last.” And I say, “An image problem — I know it will last.” JUST A WASTE OF TIME Today’s customers are equally put off by too much information and too much 4.24.08.HOUSING GIANTS 13 http://consumedblog.blogspot.com/2008/03/aggressive-sales-tactics-and-fear-and.html http://www.edmunds.com/advice/buying/articles/42962/page003.html http://www.managesmarter.com/msg/content_display/training/e3ib478a5c11f3291571dc44c794f0af1a4 http://WWW.HOUSINGGIANTS.COM

Table of Contents Feed for the Digital Edition of Housing Giants - April 24, 2008

Housing Giants - April 24, 2008 Contents Viewpoint News and Moves Sell Workforce Housing The New Housing Demographics

Housing Giants - April 24, 2008

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