Monthly Archives: December 2012

Lessons Learned – An Adventure in Real Estate

Have companies completely eliminated sales training? Do individual salespeople even care about their own success? My wife and I became interested in a residential foreclosure property last week. For various reasons, we thought it was a property we might use, so I decided to call and get some information. I found the property online and […]

The Right Questions

What’s missing from most sales calls? The right questions. Knowledge is paramount in creating the opportunity to win a sale. In fact, although a number of factors will ultimately influence the outcome of a sale – key relationships, reputation, personal credibility, solution capabilities and others – it is almost always true that the person with […]