In this video, Suzanne explores the questions behind the questions. When you understand the “why?” then and only then can you understand the “how.” As the author of, New Home Sales The Basics and the Magic, Suzanne Neff is a proven leader in the New Home Sales arena. With over 3 decades of experience ranging… Continue Reading
Category Archives: Builder Sales
VIDEO: The Best Advice a New Homes Sales Manager will Ever Get
New Homes Sales Managers, we understand that it seems like you can’t possibly fit everything in that you are expected to do. In this video, we discuss the way to prioritize the items that will get your team to produce more sales. The 10-5-2-1 formula is easy to use, easy to teach, and guarantees you… Continue Reading
Relationships are the Most Important Part of the Sale
by Suzanne Neff The tone you set as the salesperson is key to starting the relationship with your prospect on the right note. Buyers today are bombarded with push messages, but all they really want is to make a connection with someone who understands their challenge to help them to find a solution. As… Continue Reading
The Planned Encounter–The Most Important Tool in the Sales Manager’s Stable
Sales Managers, when you understand the 10-5-2-1 Principles you can create more sales in less time with your sales team. Training and holding your team accountable happens each and every week during the Planned Encounter and we argue that the most important thing you have to do each and every week is to get out… Continue Reading
Don’t Ask These 2 Questions
Unless you like chasing rabbits, like “Alice in Wonderland” here are 2 questions we recommend you strike from discovery with your prospects. How many bedrooms are you looking for? How many square feet are you looking for? Why shouldn’t you ask these? It’s simple really. The buyer usually doesn’t know…YET. They think they do, but… Continue Reading
Suzanne Neff Joins Forces with Kimberly Mackey at New Homes Solutions
New Homes Solutions and Kimberly Mackey are pleased to announce the addition of Suzanne Neff to the team. Suzanne brings a wealth of experience to New Homes Solutions. Having been involved in the home building industry for over 30 years, she began her career as a successful on site salesperson and worked her way through… Continue Reading
Wise Words from the Customers
by Suzanne Neff A few months back I was having a meeting with one of my home builder clients. The conversation turned to their recent traffic; those who had not yet purchased, but according to the information entered into their data base by their salespeople, were good leads. Where were these customers in the home… Continue Reading
Good Sales Professionals Always Mind Their Own Business
If you want something done, do it yourself! Sales pro’s, this is something we must remember each and every day. So often, we try to “hand-off” work to our managers or others in the company. Then, we complain when it takes them too long to get it done. If we want effective sales management, we… Continue Reading
Maybe It Isn’t “All or Nothing”
Gordon Gekko, in the movie Wall Street, taught us that, “greed, for lack of a better word is good.” Being a glass half-full kind of gal, I like to think that he meant that going after something, and working hard in order to reap the rewards is a good thing. It is pretty hard to argue with… Continue Reading
Do You Have the Right Stuff to be a CONNECTOR?
Malcolm Gladwell, in his book, The Tipping Point, describes very special people called CONNECTORS. He says these are the people who “link us up with the world…people with a special gift for bringing the world together”. Great sales people are CONNECTORS, they don’t look at a new person they meet as simply an immediate sale.… Continue Reading
WEBINAR: Sales Management by the Numbers
About the Presentation Are your sales consultants consistently selling at least one new home per week? If not, this is program for you. Learn the formula for success from a Sales and Marketing Management Consultant who continues to walk in your shoes daily and who personally manages multiple sales teams from across the country to… Continue Reading
Bad Apples
One bad apple really can spoil the whole bunch. We all know one–that perpetually unhappy sales person who isn’t happy unless they are complaining about something. Some people just process information differently than others, and sometimes that can come out as verbal questioning, often in front of others. I see this a lot in sales… Continue Reading
Un-slumping Yourself is Not Easily Done (or is it?)
All of you out there who have trained with me are going to get a real chuckle out of this article. Dare I say it? Ok, here we go, “Dr. Seuss is a genius!” There I said it. No taking it back now, so I guess I had better support it instead. In his book,… Continue Reading