Author: Myers Barnes
Publisher:
ISBN: 9780965485838
Category : Dwellings
Languages : en
Pages : 0

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Author: Dave Stone
Publisher: Dearborn Real Estate Education
ISBN: 9780884624189
Category : Business & Economics
Languages : en
Pages : 418

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Author: Myers Barnes
Publisher:
ISBN: 9781477617700
Category :
Languages : en
Pages : 120

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The United States is the top immigrant destination country in the world, with more than 40 million foreign-born residents living here in 2010. Over the next 50 years, nearly 90 percent of our population growth will come from the minority community.America has become more of a Mulligan stew than a melting pot!Minorities are becoming the majority. How do they fit into your sales plan?In Myers Barnes' latest book, New Home Sales Training: Selling New Homes in a Multicultural America", the country's premier visionary on new home sales delivers a guidebook packed with insight, facts, advice, and cautionary tales to equip you with the tools you need to succeed with today's New American homebuyers.Discover the faux pas-like crossing your legs, saying "no", smiling, pointing, or accepting a business card with the wrong hand-that can close the door on a new home sales opportunity.Seize the opportunity presented by a rapidly growing market of eager buyers, but start right here and learn the rules of the multicultural marketplace.

Author: Jeff Shore
Publisher:
ISBN: 9780988491502
Category :
Languages : en
Pages :

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Author: Larry Kendall
Publisher: Greenleaf Book Group
ISBN: 1626342857
Category : Business & Economics
Languages : en
Pages : 276

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2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. ​Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.

Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242

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Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author: Max Besbris
Publisher: University of Chicago Press
ISBN: 022672140X
Category : Social Science
Languages : en
Pages : 228

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Book Description
What do you want for yourself in the next five, ten years? Do your plans involve marriage, kids, a new job? These are the questions a real estate agent might ask in an attempt to unearth information they can employ to complete a sale, which as Upsold shows, often results in upselling. In this book, sociologist Max Besbris shows how agents successfully upsell, inducing buyers to spend more than their initially stated price ceilings. His research reveals how face-to-face interactions influence buyers’ ideas about which neighborhoods are desirable and which are less-worthy investments and how these preferences ultimately contribute to neighborhood inequality. ? Stratification defines cities in the contemporary United States. In an era marked by increasing income segregation, one of the main sources of this inequality is housing prices. A crucial part of wealth inequality, housing prices are also directly linked to the uneven distribution of resources across neighborhoods and to racial and ethnic segregation. Upsold shows how the interactions between real estate agents and buyers make or break neighborhood reputations and construct neighborhoods by price. Employing revealing ethnographic and quantitative housing data, Besbris outlines precisely how social influences come together during the sales process. In Upsold, we get a deep dive into the role that the interactions with sales agents play in buyers’ decision-making and how neighborhoods are differentiated, valorized, and deemed to be worthy of a certain price.

Author: Todd Caponi
Publisher: IdeaPress Publishing
ISBN: 9781646870226
Category : Business & Economics
Languages : en
Pages : 0

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Book Description
The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

Author: Myers Barnes
Publisher: Myers Barnes Associates, Incorporated
ISBN: 9780982095706
Category : House selling
Languages : en
Pages : 122

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Book Description
Ignite your selling power and blow past your goals, whether the real estate market goes up, down, or sideways. This book delivers hard-boiled advice, tried and true tips, sensible solutions, and bold responses to every objection a potential homebuyer presents. Learn pure-genius techniques that will propel you to success, plus remedies for overcoming doubtful prospects, hardship economies, and lackluster sales results.

Author: Mollie Elkman
Publisher: Builderbooks
ISBN: 9780867187854
Category : Juvenile Fiction
Languages : en
Pages : 36

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Book Description
The House That She Built is inspired by and dedicated to the REAL women behind the home built exclusively by a team of women in construction, skilled tradeswomen, and women-owned companies. The House That She Built educates young readers about the people and skills that go into building a home. One by one, children learn about the architect, framer, roofer and many more as they contribute their individual skills needed to complete the collective project -- a new home. With illustrations that connect and empower and words that build upon each other with each page, this book will leave all kids (she, he, and they) excited about their own skills and interested in learning new ones.