by Lesley Roberts | Jul 28, 2015 | Intelligent Selling
When customers who can buy don’t, one of the reasons stopping them could be a real and insurmountable objection. If an objection is insurmountable by the customer, no amount of money you might try to offer through incentives or discounts will make whatever the...
by Lesley Roberts | Jul 22, 2015 | Intelligent Selling
Having studied customer behaviour for many years, we can see patterns of behaviour that emerge and which give insight into customer behaviour. When customers who can buy don’t buy, its often due to one of the following reasons: A real, insurmountable...
by Lesley Roberts | Jul 17, 2015 | Intelligent Selling
Last week I talked about how tough the market has been and how customers have changed to be more informed and aware of market forces over the past few years and how you can control how you respond to this transition in their thinking. Below are some hints and tips on...
by Lesley Roberts | Jul 6, 2015 | Intelligent Selling
Revolution is a strong word; what has happened to the new home industry over the past few years has been a strong change in a short time; different to what we have previously known. All new home sales executives are required to step up and consider how the sales...
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