The Path to Success in New Home Sales

This is a step by step guide to selling new homes. The sales model is referred to as a criteria driven sales model. This book is a must for anyone in the new home industry that endeavors to reach their highest potential in new home sales.

This is a step by step guide to selling new homes broken down into the 12 critical steps necessary to procure a sale. The sales model is referred to as a criteria driven sales model. This simple means you identify the buyers criteria and then customize your sales presentation to mirror it. Additionally I cover the subject of the Buying Process; this is rarely discussed in other sales models and refers to understanding what is motivating the buyer to be in the market, what are their drivers as well as how do they want you to sell them a home. Basic and advanced questioning techniques, handling objections and closing the sale are all discussed in the book. This book is a must for anyone in the new home industry that endeavors to reach their highest potential in new home sales.

I have been in the Real-estate new home industry for over 3 decades and in that time worked for several of the top builders in the US including, Ryland, Lennar, Standard Pacific and KB. This book represents all the techniques that I have learned and tested over that time. This is the second edition and has a new chapter on selling in a down market. I have trained hundreds of new home sales professionals using these techniques and have always seen an improvement in their sales rates. I am confident this book will help both the experienced and new sales counselors.