Bob Hafer
Bob Hafer’s 36 years of experience qualify him as an experienced and knowledgeable new home sales trainer, consultant, speaker and author for the home building industry. He has held positions ranging from new home sales specialist to division president.
Hafer has been featured as a subject matter expert in nationally recognized media, including; Builder, Realtor, The Real Estate Professional and Texas Homebuilder.
Articles by this Author
Our industry has shifted to a buyer’s market. The mortgage industry’s woes have come to roost in the building industry’s branches, and builders are rightfully concerned about how they can be as successful as they were in the past.
Bring People Back To Make The Sale
- By Bob Hafer
- Published 05/27/2008
- Real Estate
- Unrated
The follow up, contrary to what the name may seem to imply, is not limited to what salespeople do after they say, “Goodbye”. More properly, it could be described as what they do after they say, “Hello” and detect that their customer wants to say, “Goodbye”. In short, the follow up involves taking the necessary steps from the outset of a sales presentation to bring the customer back, ready to listen, understand and buy.