ValueMatch Selling for Home Builders: How to Sell What Matters Most

by William J. Nowell

Overview

Will Nowell has revolutionized the sales process with ValueMatch Selling for Home Builders. Proven, powerful, and effective, ValueMatch listening skills will help you open the door to your prospective home buyers' emotional need to buy a new home. These skills, the core of the ValueMatch sales process, will help you match what your homes have to offer with what prospects value most in a new home-and it usually has nothing to do with granite countertops or number of bedrooms. ValueMatch Selling for Home Builders will teach you how to:

Product Details

ISBN-13:	9780867186437
Publisher:	BuilderBooks
Publication date:	05/28/2009
Edition description:	Original
Pages:	256
Product dimensions:	5.90(w) x 8.90(h) x 0.80(d)

Table of Contents

Preface vii

About the Author xi

Acknowledgments xiii

Chapter 1 The Journey Begins 1

Chapter 2 Integrity and Passion 17

Chapter 3 An Honorable Profession 27

Chapter 4 First Impressions and Value Gaps 41

Chapter 5 Attitude, Skills, and Knowledge Principles 63

Chapter 6 The Secret of Success 83

Chapter 7 The Circle of Trust 95

Chapter 8 The ValueMatch Listening Model 107

Chapter 9 A Strong Start 129

Chapter 10 Urgency and Needs 163

Chapter 11 The Presentation and the Closing Posture 189

Chapter 12 The Closing Arguments 203

Chapter 13 Objections in Closing the Sale 225

Afterword 247

Notes 249

Recommended Reading 251

Index 253