Online Sales Counselor Training
Don’t Say I Don’t Know: An OSC’s Guide to Building Trust – Scenario Three
The past couple of posts have explored how to build trust and not use the words, “I don’t know.” It’s not that we are trying to be dishonest when we don’t know the answer check out Scenario One for situations where we just may not know the information because we are new, or we haven’t…
Read MoreDon’t Say I Don’t Know: An OSC’s Guide to Building Trust – Scenario Two
In part one of Don’t Say, “I don’t know.” We attacked a scenario that’s easy to fall into if you are a brand new OSC, or even when you have been doing this for a while, but there may be things you just don’t know. Saying “I don’t know,” is the quickest way to kill…
Read MoreDon’t Say I Don’t Know: An OSC’s Guide to Building Trust – Scenario One
As I got going writing this up, I realized it was waaaaayyyyy too long for a single blog post. So here’s part one of three! As an online sales counselor, whether you are new, or you’ve been doing this a while there are questions you simply can’t answer. Either because you don’t know the answer,…
Read MoreUnderstanding Emotions… Not Playing on Emotions
It’s often said the buying a home is an emotional purchase. While of course budget, location, and timeline for needing or wanting to move is important, there is a deeper psychology that comes into play when purchasing a home. At its core, owning a home begins with the foundational levels of Maslow’s hierarchy of needs.…
Read MoreOnline Sales Counselors, Sinking Ships, Mindset, Mindshift, Energy, and the Customer Experience
Did that catch your attention? I’m going to tell you a story here. Right now, there is a lot of scarcity mindset going around. I hear OSCs concerned about not getting enough leads, or not setting enough appointments, and for some of them they equate this with not making enough money or even being fearful…
Read MoreWhy Do You Need Executive Coaching with an Online Sales Program?
Whether you are setting up a new online sales program, or working on auditing, improving, or revamping an old OSC program, whoever is going to lead the OSC program or team, needs to be on the same page and understand how to communicate goals to the entire company. I’ve said it before, training an OSC…
Read MoreWhat Does “When in Doubt Send It Out” Mean?
Yes, we all want to be setting appointments. Especially if your leads have slowed down, but we don’t want to set just any appointment. We want to set strong appointments that will convert, otherwise we aren’t doing what OSCs are supposed to do. You may have heard the term, “When in doubt, send it out.”…
Read MoreFive Things Leadership Should Know About Online Sales
Sometimes the people at the top don’t understand what Online Sales is, what Online Sales Counselors do, and why this role and the program are so important. 1. This is not a “Catch All” position – The online sales program isn’t a place to dump all the odds and ends in the company. An online…
Read MoreDon’t Sacrifice Website Usability for Design
Websites are the online sales models for the new home building industry. You’ve probably heard that before. Just like models are constantly changing as we build new and better homes, close out communities, and start new models – your website too needs to grow and change, but one thing needs to remain the same. It…
Read MoreTurnkey Solutions Sound Great… But Are They?
I often hear builders say they want a turnkey solution for online sales. Really, they want turnkey solutions for everything. The truth is, almost anything worth while takes time to learn and master. As most builders like to remind me, they are different from their competitors. While we don’t need to re-invent the wheel every…
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