Building Results: The Ultimate How-To Guide for New Home Sales - Couverture souple

Hafer, Robert

Couverture souple

ISBN 10 : 0978658701 ISBN 13 : 9780978658700

Editeur : Upper Canyon Road Publishing House, 2006

Synopsis

Building Results is more than a title it is a way of thinking. And it is a salesperson's thinking that Building Results is intended to influence. Since new home sales training began salespeople have been taught to do things to customers when in reality what customers want are things done for them. Salespeople have been taught it is okay to probe into a customer's personal life in the name of qualifying. Then when the salesperson feels resistance it is interpreted as a lack of interest when in truth the customer is simply communicating the need to look, understand and access feelings before answering questions. Building Results teaches salespeople how to recognize a customer's buying process and then it provides' strategies to sell to people the way they want to buy. When salespeople are willing to think differently and are willing to do what other salespeple are not willing to do the outcome is guaranteed ... new home selling success.

A propos du livre

À propos de l'auteur

Bob Hafer began his career in Cincinnati, Ohio in 1972 as an on-site new home sales representative. Since 1972, he has held 11 different positions, in five states, ranging from sales representative to division president. He has been a speaker and panel member at numerous NAHB Conventions, including the Super Bowl Sales Rally. Bob is a long-time member of the National Association of Home Builders; he holds NAHB's prestigious designations as a Member of the Institute of Residential Marketing (MIRM) and Certified Sales Professional (CSP). In 2006, Bob published his first book, Building Results - The Ultimate How-To Guide For New Home Sales. His second book, The Six Psychological Rules that Govern Buying and Selling will be released in the fall of 2009. Since 1994 Bob has provided sales and marketing strategy to over ninety homebuilders. Bob's 36 years of experience have given him an unparalleled insight into the mysteries of successful new home sales. Bob Hafer Robert E. Hafer & Associates LLC Phone: 972-795-5926 E-mail: buildingresults@BobHafer.com www.BobHafer.com

Détails de l'édition

• Éditeur: Upper Canyon Road Publishing House
• Date d'édition: 2006
• Langue: anglais
• ISBN 10: 0978658701
• ISBN 13: 9780978658700
• Reliure: Broché
• Nombre de pages: 240
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible