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Tables of Contents for From Good to Great in New Home Sales
Chapter/Section Title
Page #
Page Count
Acknowledgments
7
2
About the Author
9
2
Introduction
11
4
Ice Cubes to Eskimos?
15
2
Change is Necessary---Not Necessarily Easy
17
4
Make Good on Your Promises
21
2
You Get What You Expect---Not What You Always Want
23
4
Real World Objections... Real World Solutions!
27
4
Lessons from a Tightrope Walker
31
6
Adapt a Ph.D. Attitude
37
2
Leading...Not Managing
39
6
Burn Out or Rust Out
45
2
Want to Make Better Decisions?
47
4
Let Go---Your Old Way of Selling Will Not Work Forever
51
4
Lookin' Good...
55
2
Feed Your Mind
57
4
Procrastination
61
2
Falling Flat On Your Back Makes You Look Up!
63
1
The Ultimate Trial Close
63
6
Listening for the Answer
69
4
Manage Time---Don't Bank It
73
8
Encouraging Others
81
2
What You See Is What You Get
83
2
The Best Prospects Are Your Present Customers
85
4
Getting in Means Getting Out
89
4
Five Common Selling Errors with Authentic Solutions
93
4
All Things Come to Those Who Go After Them
97
2
Seven Strategies That Sell the Co-Broker Community on Selling with You
99
4
Dress to Sell
103
4
Trust is Everything
107
2
Conquering Fear
109
2
The ``Quick Fix'' Mentality
111
4
Closing the Sale: The Forgotten Art
115
4
Coaching Your Sale's Team
119
6
Motivating Your People for Peak Performance
125
6
Profile Your People
131
4
Failing Forward
135
2
How Your Customers Want to Buy Their New Homes/Homesites
137
4
Defining Success
141
2
Don't Take It Personally
143
6
Take a Lesson from Proctor & Gamble
149
6
281/2 Darn Good Reasons Not to Make the Sale
155
4
How to Make Your Prospect Confident Enough to Buy
159
4
Sale's Meetings That Guarantee Results
163
6
Friendly Competition? Yeah Right!
169
6
Raising the Bar
175
4
Index
179