Jim Capaldi

Jim Capaldi's Posts

Big Picture: Create Expectations Big Picture: Create Expectations

How do we set the expectations for our salespeople as sales managers, directors, and vice presidents in these uncertain times? Salespeople are conditioned and battered on the front lines and need to feel as though there is a light at the end of the tunnel. First, we need to hire the right salespeople from the very beginning. Salespeople who have the desire, passion, and willingness to succeed–regardless of their experience level–are those who will listen and strive to be the best. Passion and desire are lacking in our profession. Coaching, training, and motivating our salespeople and setting individual goals for them is a must. Read more

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Big Picture: Looking Past the Price Tag Big Picture: Looking Past the Price Tag

Home builders today find themselves in an uncertain world, characterized by fears of inflation, tightened lending restrictions, job losses, short sales, foreclosures, stock market woes, the presidential election, increasing gas prices, slash-and-burn tactics or other gimmicks to move inventory–the list goes on and on. Read more

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Big Picture: Basic, But True

As managers, directors, and vice presidents, we need to reinvent our salespeople's selling techniques to help them adapt to a dramatically changed environment. Listening to sales presentations, there are three mistakes I commonly hear: They sell the same way they did several years ago; they have been preconditioned by buyers and the media; and they differentiate themselves too little when it comes to greeting, opening lines, qualifying questions, and information dumping, often sounding too mechanical. Read more

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