Book: Making The Grade - The A-B-C's Of Rating New Home Customers by Steve Hoffackercategories: Book, New Home Sales, Follow-Up, Follow-Through, Selling New Homes, Ready-Willing-and-Able, Rating Customers
Steve Hoffackerabout this book: Unless you know who is more likely than someone else to make a decision - and how soon that might happen - you can make a lot of presentations and waste a lot of time on follow-up without much to show for it. This book has been written for new home salespeople, builders who sell their own homes, and Realtors who staff model homes for builders. Without an objective way of rating and keeping track of the quality of each traffic unit in terms of their ability to make a purchasing decision, it's easy to devote energy to people who have very little or no interest in actually doing business with you. Many salespeople have heard of the "ready, willing, and able" formula for assessing someone's relative interest. This book builds on that - by giving specific guidelines for measuring those three attributes - and then adds an important definitive fourth measurement (how well someone likes you and wants to do business with you) that turns this into the perfect rating system. This takes all of the guesswork out of determining where you should invest your time.
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Video: New Home Sales Training: "Making The Grade" by Steve Hoffacker
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