At this year's International Builders' Show in Orlando, national sales trainer Bonnie Alfriend, MIRM, president of Alfriend Sales and Marketing Solutions, Pebble Beach, Calif., presented advice for putting sizzle back into selling in 2005.
Titled "105 Ideas for the Year 2005," her seminar included the following tips:
- Focus on selling inventory homes first. Save the best home sites to sell last.
- "Go rich in your niche." Build luxury in every price point.
- Have a least five benefits of each home and site that set you apart from the competition.
- On-site sales people should take control by self-prospecting to generate leads rather than waiting for leads to come to them.
When relying on technology to communicate, don't forget the personal touch. "Technology should give you more time for 'high-touch,' not less," said Alfriend.
For a complete copy of Alfriend's tips, contact her at balfriend@aol.com.
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