TouchPoint Selling

Dec 8 2008 12:48PM | Permalink | Email this | Comments (0) |
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By Rick Heaston

And no I’m not talking about basketball. I mentioned in the past that it’s a dog-eat-dog market. Now more than I can ever remember. But I guess I don’t need to tell you that. Even though … I want to give you a “heads up” of some things I’m noticing as I travel from city to city.

There are quite a lot of sales people that have “quit working”. And by that, I mean changed their attitude about selling homes. Now it seems that a good number of sales people have “given up” with customers. And with all of the appraisal … qualification … and resale problems it’s no wonder. But now is the time to be at your best!

There are still sales to be made. Sure, there might be one buyer and five builders … but someone will make a sale and a bunch pf people won’t. Today’s market dictates that (all things being equal) the best sales associate will win.

I know that buyers are looking for the best deal, but I’m noticing that builders are now pretty much “in the envelope” with their pricing. Now is the time to take advantage of your competition. Remember … there’s always an opportunity … now matter how bad things seem.