by Rick Storlie | May 18, 2009 | Sales Management Essentials
We see it on television, in the newspaper, magazines, billboards and in our spam box. I am convinced there is a magic pill for everything in life. For anything that ails us there is a pill we can take that will fix it. Lose weight….take a pill. Don’t feel...
by Rick Storlie | May 15, 2009 | Sales Management Essentials
Welcome to May and this months topics of Presenting and Demonstrating. So far this year we have discussed preparation, greeting and discovery. The primary purpose of these three areas is getting the Attention of our customers. The next step is to create Interest in...
by Rick Storlie | May 15, 2009 | Builder Marketing Essentials
“I’m just not getting enough traffic.” Or, “Nobody came in this week/weekend.” And sometimes, “The only traffic was just tire kickers.” Then there’s the old reliable, “If I could get more traffic I could make more...
by Rick Storlie | May 14, 2009 | Builder Marketing Essentials, Sales Management Essentials
In our January newsletter we discussed selling new homes to a process and specifically Step #1, Preparing for the sale. The most common name for this process is the Critical Path. I am continually amazed how few salespeople understand this process (less than 1% in...
by Rick Storlie | May 14, 2009 | Sales Management Essentials
I have been re-reading the book From Good to Great, by Jim Collins, and came upon an analogy Mr. Collins refers to that he termed “The Stockdale Paradox”. I instantly remembered the story from my previous readings and meaning behind it. At the same time, my little...
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