Josh DiYanni's Page

According to the Columbus Dispatch this past weekend, there are fewer homes on the market than there were this time last year AND the average price has INCREASED $2,285!!! Good to see the Dispatch sharing some positive news (though it was buried in the bottom corner of the page).

15. Manage Tension Throughout The Sales Process
As tension rises, trust falls. Be aware of the ebb and flow of tension as the sale unfolds. Learn to reduce it when it gets in the way and to momentarily increase it to add urgency to the decision process.

16. Look Like Good News To Your Customer
The way you are perceived by your customer determines how much resistance you will encounter as you sell. Learn to project a positive feeling among those you communicate with. Become a partner in problem… Continue

8. Understand The Person And Their Situation
Create an awareness of the psychological needs of your prospect as well as knowing what their technical needs are. Sometimes the way someone wants to feel has more influence on their decision to buy than what they actually need.

9. Find The Diamonds In Your Own Backyard
More business exists around you than you know. Look among your friends, neighbors, existing customers, past customers, colleagues, competitors and coworkers for the opportunities that… Continue

Part 1:

1. Prepare Yourself To Excel
Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call.

2. Notice What Is Working
Study yourself, your product or service and your company to know what is working now. Reinforce the actions and tools, which are generating results. Learn from your successes as well as your failures.

3. Know Your Competitive Advantage
Study your company… Continue

REAL ESTATE - The average home price in the USA over the 1-year ending 3/31/08 was unchanged. The 4 states experiencing the greatest year-over-year decline in average home prices were California , Nevada , Florida and Arizona . The average home in California fell 11% in price (source: OFHEO).



A DEPRESSION - During the worst financial times of the Great Depression in 1933, approximately 1,000 home loans were foreclosed each day (source: Federal Reserve Bank of St. Louis ).



THE PRICE IN LOND… Continue