New Home Sales Training

The blog post last week brought in a number of good comments from top professionals, and led me to some interesting conversations throughout the week. Thought I would share a couple of new thoughts related to the subject.

First of all, I heard this great quote related to the topic. I can’t find the source (a Google search attributed it to several different people). Here is the quote:

“Intent is more important than technique.”

Think on that quote and all that it entails. To me the quote speaks to the heart of the matter. If you’re in sales what is your intent, your purpose? Why are you there? Seriously, what is your mission? These are important questions to consider because your actions and behaviors will always follow your purpose.

For example, what is the purpose of a politician on a campaign trail? It is to get as many single votes as possible. So he/she knocks on doors and makes phone calls, because one’s actions and behaviors always follow their purpose.

What is the purpose of a salesperson? If the sales representative believes it is nothing more than to give out information, or to make friends, or to set up the sales conversation for a further visit, then you’ll see mediocre efforts.

So what is your purpose? Why are you there? Really? Get the purpose right and you’ll soon find that your actions and behaviors are also right. Why? Because intent really is more important than technique.

Go ahead – take a stab – what is your purpose??????

Last week I wrote part 1 of this story. If you didn’t read that, the following will make no sense whatsoever.

Click on this link to read part 1

And now, part 2….

With one last step he rounded the corner into the family room, and there he saw the stranger – an old man in a rumpled suit eating a danish and watching television.

“Hello, Bob!” said the stranger in an upbeat tone, as if nothing was wrong in the world.

Bob staggered and stuttered. “What?…. How?… Who are you, and what are you doing here?”

“Now that’s funny, Bob. Because I’ve been meaning to ask you the very same question. Who are you, Bob, and what are you doing here?”

“I’m Bob, and I work here!” said Bob indignantly.

“Oh, I know that already, Bob. But what I really want to know is who you are and what you do.”

There was something piercing about the delivery. The stranger spoke with a calm and mesmerizing authority. Bob wanted to run, or hide, or call the police, but he could only stand and answer the question. Read more…