New Home Sales Training

This week’s article is an excerpt from Jeff’s book: Tough Market New Home Sales.

“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.”  Winston Churchill

The problem in a prolonged healthy market lies in what I refer to as an “entitlement mentality” on the part of new home sales counselors. This mentality says, “If I show up for work and handle the rush of stuff that comes my way, I’ll get my fair share of sales.” It says, in a nutshell, “The market will come to me.”

If entitlement is the mindset to avoid, what is the most advantageous mindset to adopt? The word to dwell on is this: maximize! You must maximize every sales office opportunity. This is the practice of top professionals.

They maximize sales opportunities in two specific ways:

1.  Top sellers maximize their opportunities to sell in a tough market.

Top professionals take advantage of every conversation and advance every sale as far as possible. Look at it this way. When a customer comes into a sales office and leaves without buying, it means that someone stopped the sale. Who did it? The prospect might stop the sale for legitimate reasons, but we must NEVER stop the sale. We must take every sale as far as it will possibly go.

2.  Top sellers maximize their opportunities to grow in a tough market.

Allow me to be candid with you. I made a lot of money in a great market, but I learned how to be a salesperson in a tough market. As I have often said, there are lessons to be learned in times of adversity that cannot be learned in times of prosperity. Are you willing to embrace those opportunities to learn and grow? You won’t do that by default; you must have a plan. Current market conditions will provide you with an outstanding opportunity to grow in new and exciting ways if you commit yourself to that goal.