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Book: Making The Grade - The A-B-C's Of Rating New Home Customers by Steve Hoffacker

Book: Making The Grade - The A-B-C's Of Rating New Home Customers by Steve Hoffacker

categories: Book, New Home Sales, Follow-Up, Follow-Through, Selling New Homes, Ready-Willing-and-Able, Rating Customers

Steve Hoffacker

Author 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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Other books by Steve Hoffacker (more)

Filling Your Funnel - Building Your Business By Reaching Out To Strangers by Steve Hoffacker
Mining Your Database - Making More Sales Through People You Already Know by Steve Hoffacker
Power Of Discovery - Who, What, When, Where & More In Building The Sale by Steve Hoffacker
Hitting The Mark - The A-B-C\'s Of Rating Your Customers & Sales Leads by Steve Hoffacker
Universal Design For Safety by Steve Hoffacker
Using Your Network - Making New Home Sales With People You Already Know by Steve Hoffacker
Making New Friends - Connecting With Strangers To Make More New Home Sales by Steve Hoffacker

Video: New Home Sales Training: "Making The Grade" by Steve Hoffacker

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More Reviews

   • Book Review: Hitting The Mark - The A-B-C's Of Rating Your Customers & Sales Leads by Steve Hoffacker
   • Book Review: Knowing The Score - The A-B-C's Of Rating Realty Customers by Steve Hoffacker

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