Sales + Marketing

Misrepresentations by sales associates are the bane of poor customer satisfaction, potential liability and risk management issues for home builders.

 

Special Issue: Risk Management

Remember "Carnac the Magnificent," Johnny Carson's fortune-telling alter ego? Carson wasn't the only one; I can predict the future, too. Just follow along and you'll see what I mean.

Everyone agrees that a sales team with a great attitude is essential to maximizing your sales. Yet, in a slow market, it is not unusual to find both managers and sales professionals blaming…

An often-summarized Aristotle quote reads: "What we hear, we forget. What we see, we remember. And what we do, we understand." Although those thoughts date back 2,300 years, the principle rings true…

The boom time in real-estate has taken a retreat, at least for now. Though it has hit the entire building industry hard, those on the front lines taking it on the chin day-in and day-out are sales and…

Builders with a stagnant sales strategy who seldom review their product are headed for trouble. As the housing economy and target customers change, builders must be willing to take a hard look at their…

 

 

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