Dialogues for Results

CATCHING EXCELLENCE BY STRIVING FOR PERFECTION

The legendary Vince Lombardi, addressing the Green Bay Packers on his first day as their new coach, said "We are going to relentlessly chase perfection, knowing full well we will not catch it, because nothing is perfect. But we are going to relentlessly chase it, because in the process we will catch excellence."

To achieve success today, each and every one of us must commit to "catching excellence." For those of you on the front lines, here are some tips for 'chasing perfection' that you can implement immediately.

1. DON'T confuse relationship selling and building rapport with idle chit chat to make a new best friend. DO practice & execute planned Greeting Dialogues and Purposeful Discovery to earn a relationship with the customer.

2. DON'T let the customer control the encounter. DO take control with an effective customer focused, emotion based sales system that emphasizes Discovery and Differentiation. Practice & execute sales techniques and planned dialogues.

3. DON'T lose at the knowledge game. DO arm yourself with enough information to win at the game of "Are You Smarter Than A Homebuyer?" Be an expert on your competition, your builder, your community, your homes, your home sites, financing, and the market.

4. DON'T be afraid to Secure the Sale. DO start Closing from the moment the customer walks in your doors.

5. DON'T focus on what you cannot control or change. DO focus on what you can control or change. Manage your store, and manage yourself.

6. DON'T define value as the ratio of cost to price.
DO discover the customer's definition of value, i.e.what meaningful differences in their life will owning your home in your community make that will far outweigh the price for them.


Those salespeople who strive for perfection by increasing their expertise and by perfecting their sales process will "catch excellence." They will earn the respect of their peers, their managers, and their customers. And, most importantly, those salespeople who strive for perfection will be able to look in the mirror and know they have done everything in their power to be the very best they can be. And, that is achieving success!
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