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Delivering an effective sales presentation to a prospective real estate client will impact attaining your desired outcome for most client interactions.

Predicting others' preferences can result in a distinct advantage for a salesperson, especially through creating choice sets based on clients' implicit and explicit wants and needs. Oftentimes, these predictions must be made with almost no information about the client's preferences, so the salesperson may have to rely on previously observed behaviors.

Throughout our daily lives, we have many options. We can change our jobs, our bosses, our cities, and try endless news sales methods. However, unless we undergo personal transformation ourselves, external changes will not propel us where we want to go or help us become who we need to be.

In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.

Forgiving a transgressor plays a monumental role in team or group dynamics. At a team level, forgiveness can impact the cohesiveness of the team or collective action.

A basic objective to any selling engagement should be the buyer’s success, however that may be defined by the buyer.

Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.

During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.

In their new book, Sales Growth, authors Baumgartner, Hatami, and Valdivieso lead the reader through a series of strategies designed to help sales executives and their organizations continue to grow in a continuously changing world.

Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.

Salespeople will be more successful when they understand that the point of selling isn't selling. A salesperson's job is to help his or her customer make a better buying decision.

The modern real estate agent's business relationships today transcend obvious interactions with customers and now also include the internal business team and external business partners. The successful agent must skillfully manage these three relationships to complete the transaction.

During the housing crisis, many homeowners continued to ask unreasonably high prices for their homes. This reluctance to lower asking prices created an excess supply of more than 6 million homes.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

Boasting by real estate agents can produce negative and positive reactions from their clients. However, boasting combined with a strategy to develop trust can be advantageous to a real estate agent.

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.

In the book, A Beautiful Constraint, the authors, Adam Morgan and Mark Barden, take us through a series of real-world examples that show how constraints can positively impact a project and, in turn, help develop successful sustainable solutions.

In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.

Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.

Decision making is all too often an aversive experience. In fact, work in cognitive neuroscience shows that decision making is often interpreted in similar ways as actual pain.

Your partner just walked in and you can tell from her facial expression that something is weighing heavy on her mind. You ask what's wrong, and right as she begins to tell you, your phone rings.

In his book So, You're New to Sales, Bryan Flanagan lays out every detail, step-by-step, that is necessary for the novice to become a professional agent.

Many people are driven to perform and succeed, especially when that drive comes from competition to outperform others. Competition and personal performance can be beneficial traits to people in performance-driven professions. But, how do people alter their drive to compete when they become members of a team?

Do you know that what people say about you on the Internet impacts your business? Having a strong online presence is becoming increasingly important. So, how do you accomplish that?

Professional services sales encounters are a two-way street between the client and the service provider. Such encounters require input from both parties to mutually find the best fitting professional service for the client.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

You have probably experienced situations where buyers, homes, or entire neighborhoods have been stigmatized. The emotional reactions created by stigmas can prevent your buyers from making smart decisions and can limit your sales opportunities.

Author and blogger Chris Bailey claims that productivity is not about how much you do. Instead, productivity is all about how much you accomplish.

It’s no secret that a positive outlook can have dramatic impacts on a person’s day-to-day activities. In fact, according to the Mayo Clinic, positive thinking can result in increased life span, lower rates of depression, and better psychological and physical well-being.

The buying center is comprised of various individual influences that shape the buyer’s purchase decision. Since a successful selling process is about enabling the buyer to make a quality purchase decision, understanding how to productively manage the buying center’s influences and efficiently guide the decision-making process can be critical to the final buy or no-buy outcome.

Productivity is a wonderful business buzzword, but what real-life impact does it have? For Charles Duhigg, this question can be answered with three simple words: Smarter, Faster, Better.

Salespeople’s roles are far from failure-proof. In fact, approximately 50% of salespeople fail to reach their annual sales targets.

For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response.

Failure can have a profound impact on a salesperson’s effectiveness. Research has shown that failure affects a company’s bottom line through salesperson performance and turnover.

Customers can pose challenging questions, for which salespeople (despite their best intentions) may not know the answer. We define obfuscation as a providing a response that dodges the actual question and provides a pseudo-answer with irrelevant, tangential or vague information. Obfuscation could buy the salesperson some time, and could potentially limit damage to perceptions of expertise and credibility.

In his book You Don’t Have to Be a Shark, Shark Tank’s “nice shark” Robert Herjavec seeks to provide techniques for salespeople to sell themselves effectively, leveraging their greatest asset (themselves) in their daily life.

It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.

For sales professionals in real estate and other industries, life in the digital world presents numerous challenges. Since mobile devices are the norm, work extends far outside the boundaries of the office and expectations are high for immediate response.

In his book You Don’t Have to Be a Shark, Shark Tank’s “nice shark” Robert Herjavec seeks to provide techniques for salespeople to sell themselves effectively, leveraging their greatest asset (themselves) in their daily life.

It is well documented that real-estate markets fluctuate over time, but since the financial crisis, real-estate markets have begun to fluctuate across geographic regions as well. One leading contributor to this disparity is public policy that seeks to encourage entrepreneurs and business leaders to locate in a state, or a specific community within a state, over another.