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Posts Tagged ‘ 13 buying decisions ’


13 Decisions of Home Buying: X Factor

August 19, 2013

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13 Decisions of Home Buying: X Factor

How you, the X Factor, contribute to the buyer’s process.

13 Decisions of Home Buying: Home

August 19, 2013

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13 Decisions of Home Buying: Home

13 Decisions, Part five (Home)

Comparison questions to help you get the sale.

13 Decisions of Home Buying: Market

August 19, 2013

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13 Decisions of Home Buying: Market

13 Decisions, Part Six (Market)

Put more money in your pocketbook by accomplishing the 13 decisions.

13 Decisions of Home Buying: Community

August 19, 2013

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13 Decisions of Home Buying: Community

13 Decisions, Part Seven (Community)

Understand their needs and give your prospects everything you’ve got.

13 Decisions of Home Buying: Homesite

August 19, 2013

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13 Decisions of Home Buying: Homesite

13 Decisions, Part Eight (Homesite)

The more you site, the more you write.

13 Decisions of Home Buying: Urgency

August 19, 2013

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13 Decisions of Home Buying: Urgency

13 Decisions, Part 9 (Urgency)

Give yourself a pay raise by creating urgency, not waiting for it.

13 Decisions of Home Buying: Builder

August 19, 2013

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13 Decisions of Home Buying: Builder

13 Decisions, Part 10 (Builder)

Know your builder’s brand to get more sales.

13 Decisions of Home Buying: Economic

August 19, 2013

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13 Decisions of Home Buying: Economic

13 Decisions, Part 11 (Economic Decision)

Resolving the economic concerns that contribute to a buyer’s decision to buy.

13 Decisions of Home Buying: Final Decision

August 19, 2013

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13 Decisions of Home Buying: Final Decision

13 Decisions, Part Twelve (Final Decision)

13 Decisions of Home Buying: Second Final Decision

August 19, 2013

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13 Decisions of Home Buying: Second Final Decision

What if they say no to your second final close?

 

Note from Jason: Analyzing your May Sales

June 1, 2012

Sales Pros– 2012 Sale Funnel Forrest Performance Group new home sales training tools new home sales training and development lessons Jason Forrest creating urgency new home sales academy

Did you have good sales in May? Do you want even better sales in June? Well, analyzing your prospects using the sales funnel is a good start.

One of our clients, Jeff Benton Homes, has made the sales funnel (from our concept of the 13 buying decisions) the cornerstone of analyzing their new home sales process.

Whether you’re a new home sales coach or a new home sales professional, you should consider your traffic each week/month; evaluate where your prospects are in the sales funnel; and make a plan for moving them through the funnel and toward a contract.

Let’s do the exercise together for May. Write down the number of traffic you had for the month (sales managers, use all communities; sales professionals, use only your own).

From that, subtract how many sales you had; how many people you couldn’t get through financing; and then those who purchased a resale or another builder’s home.

The number you are left with is the number of people who are stuck somewhere in your sales funnel.

So evaluate where they’re stuck and determine which decisions have been accomplished and which ones still need to be accomplished.

Finally, make a strategy today for how you’re going to get them through the funnel. Because the truth is–you’re now in a race against your competitors. And x factor sales professionals and coaches are in it to win it!

Here’s to earning what you’re worth!

Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.