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...
by Lesley Roberts | Jun 24, 2015 | Intelligent Selling
Finding a ‘connection’ with the customer and driving the sale are helped by using ‘Killer Questions’ and ‘Gain Statements’. Great killer questions create a situation where the customer’s interest is piqued and they want to know more. This is when you can follow up...
by Lesley Roberts | Jun 16, 2015 | Intelligent Selling
Every customer who walks through the door wants to hear the benefits of a sale. However every customer is unique and how they filter information is different. There are ways to tune in and to use ‘PowerPhrases’ to gain their attention. Get to know your customer first...
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