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Wednesday, May 30, 2012 / Sales Superiority Publishing


A New Approach to Sell New Homes

A new book proposing a solution to improve the numbers of new homes being sold has just been announced by Sales Superiority Publishing. Written by Steve Weston, a new home salesperson with 30 years experience, this book makes the case that it is possible for builders and their own salespeople to re-energize their sales efforts and improve their sales. Weston convincingly demonstrates how to do this through a shift away from a “product orientated” sales approach to a “buyer orientated” sales approach.  This book is a radical departure from the normal new home sales training books. Its intriguing title “Why People Don’t Buy New Homes,” seems to contradict its own goal. But as you read, you will understand that the author has actually discovered a potent methodology for selling new homes, by searching out and finding the correct answers to why people don’t buy new homes.  Since the vast majority of visitors to a new home community don’t buy the new homes, finding out why these people don’t buy, opens up this vast population of potential prospects. In clear and realistic dialogues, the author lays out the exact words and phrases to use with the various types of prospects.


For the first time the use of Transactional Analysis is employed in a sales context. But the reader will be also be surprised to see Aristotle’s concepts of ethos, pathos, and logos, discussed, and carefully employed to sell even the most difficult of prospects. You can now see that it was no exaggeration to say this book is “a radical departure from the normal sales training books.” Moreover, using Transactional Analysis the author clearly demonstrates simple methods for overcoming the prospect’s fear in today’s selling environment. The reader will learn completely new, and effective techniques to overcome today’s most pressing objections, including the fear that home prices might go down.

At, you can read a chapter of the book and the book’s preface for free, and order copies of the book.





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