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Two of the biggest and most popular education sessions for sales professionals — the Super Sales Rally and the Sales Management Summit — will be held at the 2011 NAHB International Builders’ Show in Orlando next month.
Both events are free to IBS attendees and will be held on Thursday, Jan. 13, in the Valencia Ballroom of the Orange County Convention Center.
Super Sales Rally
Panelists at the sales rally, entitled “New Home Sales Extravaganza,” will discuss the attributes of successful new-home salespeople, communication technology strategies, buyer experiences and other aspects of the sales process.
Panelists include Myers Barnes, MIRM; Meredith Oliver, MIRM, MCSP; Kerry Mulcrone, MIRM, MCSP, CMP, CSP; John A. Palumbo, MIRM; Bob Schultz, MIRM, CSP; and J. Van Rose Jr., MIRM.
Sales Management Summit
During the summit — entitled “We Lived Through It! What Did We Learn? What We Are Doing Now!” — panelists will address specific methodologies that they used, and ones they are still using, to survive one of the hardest periods in recent history for the housing industry and how they're preparing for the market's return.
They also will discuss sales leadership techniques; valuable insights into staffing and recruiting issues; exploring the fine points of remuneration; the latest trends in running sales meetings; and solid strategies for motivating and coaching.
Panelists include Charles J. Clarke, III, MIRM; Mary Schumacher Becker, MIRM, CMP, CSP; Briggs H. Napier, III, MIRM; Susie Goff, GRI, MIRM; and William E. Becker, Fellow, MIRM, CAASH, CAPS, SHMS.
For more information, e-mail Joseph McGaw at NAHB, or call him at 800-368-5242 x8693.
“Think Sold! Creating Home Sales in Any Market,” available at NAHB BuilderBooks, is a practical, how-to guide for developing the self-awareness, knowledge and skills needed to succeed in the competitive field of new home sales.
The book covers everything from the home buying process and new home financing to strategies for making better sales presentations and sizing up the competition. It teaches readers how to overcome customers’ concerns and provides specific examples of how to explain the benefits of new home features in customer-friendly language.
“Think Sold” provides insights on how to approach sales and life from a position of optimism that will create successful outcomes; how to improve upon potential customer prospecting and follow-up skills; and how to communicate effectively with various types of buyers and learn how to adjust communication strategies to increase rapport and alignment with buyers’ motives.
To view or purchase this publication online, click here, or call 800-223-2665.
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