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Tables of Contents for Reach the Top in New Home and Neighborhood Sales
Chapter/Section Title
Page #
Page Count
Acknowledgments
v
Preface
vi
Introduction
ix
Change is Your Only Constant
1
14
The Modern Rules to Selling
15
10
The Buying Process
25
6
The Sales Process
31
8
Prerequisites of the Power Process
39
20
Step 1 of the Power Process: Meet and Greet
59
12
Step 2 of the Power Process: Discovery---Your Key to Quota Busting
71
22
Step 3 of the Power Process: Presentation/Overview Retrofitting Your Sales Center to the Power Process
93
10
Step 4 of the Power Process: Demonstration Selling the Sizzle
103
14
Step 5 of the Power Process: Home/Homesite Selections: The ``One and Only One''
117
10
Step 6 of the Power Process: Go Ahead, Make My Day... Object
127
14
Step 7 of the Power Process: Your Prospect Will Remain a Prospect Until You Close
141
10
Closing Techniques: The Baker's Dozen
151
28
Step 8 of the Power Process: Do You Give Up or Clean Up on Follow Up?
179
22
Step 9 of the Power Process: Follow Thru---You've Only Just Begun
201
8
Step 10 of the Power Process: Referrals You Are The Marketing Department
209
10
Advanced Selling Skills: Negotiation
219
12
Goals: Taking Charge of Your Destiny
231
24
Recommended Resources
255
3
Index
258
4
About the Author
262