Transitioning from a salesperson to a sales manager is a significant career step that requires a shift in skills, mindset, and responsibilities. While successful salespeople possess qualities that can lead to managerial success, the transition involves learning new competencies and adopting a leadership perspective. Failing to provide these additional skills will set up what was […]
Every salesperson exposed to any sales training program knows how to find their customer’s wants and needs. This is part of the critical interview process promoted by nearly all sales training programs. These are the reasons why customers would buy, and this is how the sales professional builds perceived value in the product. Many of […]
Read More… from Fears, Doubts, Worries, Concerns and Obstacles
Seemingly, many retailers and community operators are bound and determined to lose as many sales as possible. So that anyone interested in doing all they can to lose the sales they could, and should, be closing has a document of record, allow me to list at least five sure-fire methods to drive away all but […]
As you read the previous article entitled Step 2 in Selling: The Critical Process Introduction, the reason it’s a best practice to present to your prospective buyer the process by which you have helped many other clients find just the right home for them. It is a step that reinforces the importance of transparency and […]
Read More… from Step 3 in Selling: Analyzing (a.k.a. the Interview)
As a trainer and sales performance coach, one is always on the lookout for things that sales professionals have developed to make their efforts more productive. I made such a discovery about 32 years ago while interviewing a highly successful Realtor in Arizona. He and I became friends in the years following, speaking often, but […]
Step 1 of the sales process is, as most of you should know, building rapport or what we at LearnMH.com would refer to as the CONNECTING phase of the sales process. As we discussed in the article entitled Step 1 in Selling: Connecting (a.k.a. Building Rapport) (link to previous blog) you will know with great […]
Read More… from Step Two in Selling: The Critical Process Introduction
When you step into your own confessional for just a minute, you will find that you don’t spend much time with that specific intent as your objective. Here’s the real truth; you’re not alone. This first phase of the sales process is truly the most misunderstood and therefore the most underutilized and overlooked phase of […]
One of the most profound observations I have made in my career as a consultant and performance coach for sales professionals is this: “No one has ever done anything consistently well without having a process, being a student of that process and being committed to that process.” Think about anything you or anyone else you […]
Read More… from Process: The Foundation of Successful Selling
With the rising cost of homes, and increased payments due to high interest rates, manufactured and modular homes are a great alternative for veterans who look to use their well-deserved VA benefits to finance their new home. Retailers often shy away from accommodating veterans primarily due to stricter guidelines imposed by such programs. The difficulty […]
Read More… from Manufactured Housing: Meeting the Needs of Veterans
One of the easiest market segments to overlook in the factory-built housing industry are our fellow citizens who also have a disability. Whether they require a wheelchair for mobility, may be deaf, or blind, or are handicapped in other ways, manufactured housing may well be the solution to meet their needs. For the purposes of […]
Read More… from Manufactured Housing: Serving the Needs of the Disabled
