Friday, February 29, 2008

Reader Comments

at 6/3/2008 6:54:51 PM, CMA said:
Rick, Rick, Rick...there you go again! Presenting some facts along with some flaws. I get the impression that you are trying to promote some “new way” of selling by bashing the “old way.” But, the reality is what you are presenting is nothing new at all. Don’t get me wrong. I do like you and there are some good points you make, but also there seems to be a bias in the information you present, as though you are trying to “sell” us on something. There have always been and probably always will be those product pushers you obviously despise (as we all should) but to group together all new home sales people who ask good questions and close and label them as such really is quite insulting. Not all new home sales professionals are the “hard sell, hard close” idiots you are portraying them to be. Asking great questions and discovering what makes a customer tick is still the most effective way to sell new homes. I completely disagree with your statements that “Hot Button selling might have been all right then, but it clearly doesn’t work in today’s market” and “….buying a home is evolving. Now it’s leaning more toward a business decision rather than an emotional one.” The fact of the matter is that the complete opposite is true. A decision to purchase has always been and always will be based on emotions that are justified by facts. Whether or not a particular customer considers purchasing today makes for a good business decision is still based on emotions. Either they feel strongly that it is a good business decision or they feel strongly that it is not a good business decision. But, regardless that is a feeling which is still an emotion. With that particular buyer, making a good business decision is their particular “Hot button.” A true new home professional would have discovered this early on the sales process and would present their homes in such a fashion as to appeal to this buyer’s “Hot Button” of making a good business decision. Sorry Rick, but you are presenting “illogic” logic to make your points and I am not an idiot for still believing effective sales presentations involve discovering the DBM’s for my buyers and then tailoring my presentations towards those “Hot Buttons.” Thanks!

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