Deal With It!
Mastering 21 Tough Sales Office Situations

by Jeff Shore

© 2006 by Jeff Shore
138 pages

ISBN  1-932433-59-7 (paperback)

From the Back Cover --

Master some of the toughest situations you’ll ever face in a new home sales office. “Deal With It!” is a resource book for the new home sales professional who is looking to step up their game by turning tough sales office challenges into selling and service opportunities.

This book covers such difficult sales office situations as:

• Handling Multiple Prospects Simultaneously
• Closing when a Decision-Maker is Absent
• Dealing with People who are Abusive and Argumentative
• Helping a Customer through “Buyer’s Remorse”
• Selling to the Incentive-Driven Prospect
• Closing on the First Visit
• Remembering Prospects’ Names
• Customers who want Options that you do not Offer
• Selling a Heavy Inventory of Least Popular Plan
• Dealing with the Relentless Negotiator
• And much,much more!

“Jeff is passionate, persuasive, and right on target for selling and managing in ourbusiness today. He presents the real secrets to explode your sales force’s potential for success with a riveting style.”
Eric Elder, Senior Vice President, Marketing, Ryland Homes, Calabasas, CA

“Jeff’s blend of experience, business insight and presentation skills make him second to none in the homebuilding industry.”
Jeff Gow, Owner, Polygon Northwest, Bellevue, WA

“Our sales staff is always fired up and always more productive after a session with Jeff Shore. His experience is real, his energy is contagious, and his instruction is solid.”
Suzanne Neff, Regional Vice President, Richmond American Homes, Fairfax, VA

Jeff Shore


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