IS Principles

ISP10 | Engaging Demonstrations

This is a free Intelligent Selling module – dive in! Module Overview Demonstration is the most emotionally engaging part of a sale and your sales approach should be planned and staged so that the customer is emotionally engaged.  A well-managed and interactive demonstration will give you feedback and comments from the customer that will inform …

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ISP09 | Practicing Give to Get

This is a free Intelligent Selling module – dive in! Module Overview When it comes to sharing all that you know about a development, the homes that are being built, the location, the other choices a customer has on other developments and homes in the same locality, it is very common to over present and …

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ISP06 | Curious Qualification

This is a free Intelligent Selling module – dive in! Module Overview To craft a sale, you need to know what the customer’s needs are for a new home, the financial plan and budget they are working to, how proceedable they are, what action needs to happen to make them proceedable, as well as their …

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ISP04 | Working Your Sales Zones

This is a free Intelligent Selling module – dive in! Module Overview We help sales people all the time to better structure their selling and to test customer readiness to buy across 4 sales zones.  It means that every meeting with a customer can be efficiently managed and given the right amount of time for …

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ISP02 | What Market Are You In?

This is a free Intelligent Selling module – dive in! Module Overview This Intelligent Selling principle is one in a series of quick bites to give you an insight in how you can adjust your selling and also to show you what is embedded in our approach to new homes sales.  Successful and ultimately intelligent …

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