New home sales and sales management training resources by Legend Tom Richey

Richey Resources Co.

Helping the New Home Industry Since 1957

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Finding and Empowering Star Sales People

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Finding and Empowering Star Sales People

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Quick Overview

305 pages, soft cover


The amazing discovery about what REALLY drives top performing new home sales people and how to build and lead a team of them.

If you had to build one of the best sales teams in the country, what would it look like, how much would it cost, and how long would it take?

In the game of new home sales, there is an epidemic failure to understand what really drives top performing sales people to do what they do. This has led CEOs, sales managers, and owners of general brokerage firms to hire the wrong people. As a result, every year they leave 50% of the sales they could have had on their sales floors.

Times have changed. Builders, sales managers, and general brokerage owners need to know the truth about what really empowers top performing new home sales people to do what they do. They need to know the blueprint for building "A" sales teams and have the opportunity to acquire the tools required to build one.

In this book, you will learn that top performing new home sales people are born, not built. You will learn that what empowers a top performing new home salesperson to do what they do is natural ability. You cannot take someone whose innate ability profile is unaligned with that of a top performing new home salesperson and turn them into one.

This book is not going to endear us to many home building associations or many of our colleagues, especially not those whose livelihood is based on builders and brokerages buying into the theory that top performing sales people are built, not born. But times have changed. If home building companies and general brokerages want to be successful in these and future times, they need to:

1. Know how to identify someone who has the innate abilities to be a top performing new home salesperson.

2. Where to find them and what they need to recruit, hire, and retain them.

3. Install a top performer-oriented hiring and staffing platform and organizational culture.

4. Know how to train and manage (lead) them.

5. Provide them with the top performing new home salesperson's toolbox.

6. Acquire the blueprint for building "A" sales teams.

7. Empower their existing sales people with the knowledge of how top performers do what they do and the tools with which they do it.

The book is comprised of four parts:
1. Our History
2. The Amazing Secret
3. How to Identify, Recruit, Interview, Hire, Orientate, and Develop "A" Sales People
4. How to Build and Sustain an "A" Sales Team

What empowers top performing new home sales people to sell one and a half to three times more homes than that of the market average salesperson is innate ability profile alignment. It is the degree to which their innate ability profile is in alignment with the innate ability profile of a top performing new home salesperson.

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