What have sales professionals always been told about meet and greet or trust and rapport? They have been told that these are the “keys” to making the sale. And that they have to “sell themselves” before someone will buy from them. Nothing could be further from the truth. The real answer surfaces when things are [...]

Today’s customer is different. And the reason they’re different is easily explained with a single word overwhelmed. If your customer isn’t the focus of multiple advertising messages, she’s juggling family or work issues. And if it isn’t that, she’s trying to decide who gets her time and attention and who doesn’t. All of this boils [...]

The Homebuilding industry is always shifting, both its products and processes from a traditional value-oriented system to a commoditized, price-sensitive business model. “If this process continues unattended, then Homebuilding companies will be reduced to nothing more than an appendage of the overall services industry. A commodity is a product for which there is a demand, [...]