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Start Generating More Traffic Today

What is your biggest challenge in new home sales right now? This is one of the questions we ask new members of Sales365.  One popular response: “How do I generate more traffic”?  I sat down with Shore Consulting team member Mike Wise. He interviewed me to address some specific questions from our members. Mike: Let’s start with the basics. What kind of “traffic” are we talking about here? Jeff: I define “traffic” as...

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Unlocking Your Potential in Sales

I’ve done a great deal of thinking, writing, and speaking about comfort addictions. Having said that, I still consider myself a pilgrim on a journey trying to find and deal with my own comfort addictions. My desire for comfort directs my actions, often in unhealthy ways. Some examples for me are:  A cheeseburger is comfortable. Broccoli is not. My sofa is comfortable. My elliptical is not. Hanging out with my wife Karen is...

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Selling Techniques For Difficult Customers

There’s an old saying about sales. “Sales is the perfect business…if people weren’t involved.” Boy, isn’t that the truth? As I work with sales professionals across the country I hear horror stories of nasty and contentious customers that even the best of the best would want to avoid. But before we focus on them, can we begin with a handful of honesty? We have all—every one of us at some point in our past—worn the...

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The Sales Relationship

We talk a lot about relationship building in sales without fully defining what that means and what our goals and objectives look like. We have to start with motive. Why are you looking to create relationships in sales in the first place? Chances are you’re not looking for a new “BFF” but you want to be likable because we know from Dr. Robert Cialdini’s book Influence, there is a direct connection between how much someone likes...

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Selling Techniques in Real Estate

Technique is defined as “A way of carrying out a particular task, especially the execution or performance of an artistic work or a scientific procedure.” This definition could take us down many paths but I’m going to focus on techniques related to real estate sales. I think you’ll find the logic applies to whatever you sell. But first…  It’s Not About the Home Wait… what? Did you read that right? Did Jeff Shore just say...

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5 Things You Can Control Working in Sales

Let’s face it, these last 18 months have been a whirlwind of uncertainty. Let’s focus on five things you can control right now working in sales. Feeling out of control is actually quite normal in uncertain times. What happens when we’re living in the world of the unknown? I would look at it and say, “There is the low road and then there is the high road.” The low road is that auto-response, the automatic brain. And what’s...

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Making Sales Coaching Fun

Do you and your people get fired up about sales coaching and training? If the answer is any form of “no” then read on and allow me to share some ideas for making sales coaching fun and something you look forward to. Let’s make a distinction before we get too far. There is sales training and there is sales coaching. People ask me if there is really a difference. Definitely!. Sales training is about instruction and learning new...

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Sales Emails That Work

Ah, email. Our favorite way of talking to one another without actually talking to one another! Remember the good old days when people actually liked getting email? You would send one to someone and they would OPEN IT! Over time, email has lost a bit of its luster BUT it can still be a very effective sales tool if it’s used effectively. I’ve got a few suggestions for when writing sales emails that work.  Rule #1: Don’t send an...