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Article: Improve Customer Negotiations.
- Article from:
- Professional Builder (1993)
- Article date:
- April 1, 2008
- Author:
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Copyright informationCOPYRIGHT 2008 Reed Business Information, Inc. (US). This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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By John Rymer, New Home Knowledge
Want better results? Define the salesperson-home buyer negotiation process.
Ask builders what they hate most about the current market and chances are "prolonged negotiations with customers" will be near the top of the list. Yet few builders are working to improve the negotiation process within their firms. Most seem to take the position that there is little they can do to improve the situation until the market improves.
Many forward-looking builders see customer negotiations as a way to get more than their fair share of sales at better prices than their competitors. To get better results and more sales, builders must train their ...