Value match selling for home builders how to sell what matters most
| Main Author: | Nowell, William J., 1957- |
|---|---|
| Format: | Books Print Book |
| Language: | English |
| Published: |
Washington, DC :
BuilderBooks,
c2008.
|
| Subjects: |
Table of Contents:
- The journey begins
- Integrity
- An honorable profession
- First impressions and value gaps
- Attitude, skills, and knowledge (ASK) principles
- The secret of success
- The circle of trust
- The valuematch listening model
- Trust and truth
- Developing urgency and need
- The presentation
- Closing arguments
- Handling objections.