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Learn How to Sell to Today’s Buyers During IBS Seminar
Listening and questioning may be the most important skills needed to uncover a prospective home buyer’s hidden needs and help salespeople gain control of the selling conversation in the market today.
Today’s home buyers are highly knowledgeable and reluctant to discuss what they already know. They want to be part of the process and better understand what they want in a new home — not just facts and data that they have already gleaned from the Internet.
During a seminar at IBS, William Nowell, president of ServiceTrac LLC, a marketing and consulting firm based in Scottsdale, Ariz., will discuss “ValueMatch” listening and questioning skills for successful selling.
Friday, Jan. 23
- “ValueMatch Selling”
8:00-9:30 a.m.
North 110-111
In tough markets, unique questioning and listening skills build rapport with prospects, uncover hidden needs such, and match what prospects value with the builder’s vision.
For more information and to add “ValueMatch Selling” to My Show Planner on the Builders’ Show Web site, click here.
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