In new home sales, leadership development often ends up in that category. Training does not always show an immediate return, results cannot be guaranteed, and when interest rates, affordability concerns, and inventory pressures are already creating uncertainty, leaders feel an understandable responsibility to protect cash flow.

It’s important to identify the changes that have occurred in our customers in order to truly understand their perception of value.  In today’s environment our customers believe, most times, that they know more than you do and feel that their time is wasted with you unless you have something else to offer. 

There are a lot of things that can cause a potential buyer who seemed like a strong lead to ghost you or to lose interest, but one of the most common ones I see is a dysfunction between generational differences. Depending on what generation your customers are from, they will have differences.

One of the biggest misconceptions about having great sales results is that you need to master the close. The irony about closing is that if your process ends with you actively asking for the sale, you are actually unlikely to get good results.

One of the biggest mistakes people make in sales is letting their customers tell them what they’re shopping for instead of getting curious and helping the customer find the right solution to their problem. Whether a customer is shopping for a new home, a new dishwasher, or new design for their backyard – they’re shopping because they have a problem they want to solve.

The potential customer starts asking lots of detailed questions and running through all the reasons why they aren’t sure if your product or service is the right fit for them. If you’re like most people in sales, this is the moment when your heart drops. You thought you had the sale in the bag, and now you’re starting to have doubts.