- English
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eBook - ePub
About this book
Will Nowell has revolutionized the sales process with ValueMatch™ Selling for Home Builders. Proven, powerful, and effective, ValueMatch listening skills will help you open the door to your prospective home buyers' emotional need to buy a new home. These skills, the core of the ValueMatch sales process, will help you match what your homes have to offer with what prospects value most in a new home—and it usually has nothing to do with granite countertops or number of bedrooms. ValueMatch Selling for Home Builders will teach you how to: ? build rapport within the first 60 seconds ? sell yourself to establish a relationship ? convey the builder's concept or vision ? make a dynamic presentation that includes asking for the close three times ? put yourself and your prospect in a closing posture ? complete the sale ? launch a new after-closing relationship that brings in referrals ValueMatch Selling for Home Builders is your guide for selling what matters most. ValueMatch Selling is the missing communication link in most of today's sales methods. It has powerfully improved the success of our sales team and their attitude towards Sales Training. . . . ValueMatch Selling has vaulted us forward. —Andrew Hall, Vice President of Sales and Marketing Fort Worth Division, Meritage Homes, Fort Worth, Texas ValueMatch Selling has helped our salespeople with their relationship building, which has always been at the core of The Villages' sales philosophy. —Jennifer Parr, Senior Vice President Sales and Marketing The Villages, Florida Will teaches practical applications that can be used for the rookie or seasoned veteran. His emphasis on questioning strategies and listening skills are two key ingredients to a successful sales recipe. —F. P. Boyd, Director of National Sales Centex Homes Corporate The feeling a sales person receives knowing they have effectively listened and matched a customer to their product is simply awesome. One of the most valuable commodities we have today is time, this path gets customers . . . focused on why they are there. —John Maasch, Senior Vice President of Sales and Marketing, Veridian Homes, Madison, Wisconsin ValueMatch Selling Kindle Edition is also available on Amazon.com. You can start reading this book immediately on your iPad, Kindle, or smartphone (iPhone, Blackberry, or Android), or on your desktop by simply downloading Amazon's Kindle App here.
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Yes, you can access ValueMatch Selling For Home Builders by William J Nowell in PDF and/or ePUB format. We have over one million books available in our catalogue for you to explore.
Information
Publisher
BuilderBooksYear
2009eBook ISBN
9780867186666Table of contents
- Cover
- Title Page
- Copyright
- Contents
- Preface
- About the Author
- Acknowledgments
- Chapter 1 The Journey Begins
- Chapter 2 Integrity and Passion
- Chapter 3 An Honorable Profession
- Chapter 4 First Impressions and Value Gaps
- Chapter 5 Attitude, Skills, and Knowledge Principles
- Chapter 6 The Secret of Success
- Chapter 7 The Circle of Trust
- Chapter 8 The ValueMatch Listening Model
- Chapter 9 A Strong Start
- Chapter 10 Urgency and Needs
- Chapter 11 The Presentation and the Closing Posture
- Chapter 12 The Closing Arguments
- Chapter 13 Objections in Closing the Sale
- Afterword
- Notes
- Recommended Reading