NEW BOOK FROM NAHB REVEALS SKILLS THAT HELP OPEN DOORS TO PROSPECTIVE RESIDENTS AND HOME BUYERS

10.15.2008- With a radically changed economic environment and prospective home buyers armed with more information than ever, builders and sales professionals need to have the right sales skills to gain the trust of their prospective customers and close sales. BuilderBooks, the publishing arm for the National Association of Home Builders (NAHB), has responded to this challenge in its newest release, ValueMatchTM Selling for Home Builders: How to Sell What Matters Most. Author William Nowell offers a unique approach to the new selling environment, and teaches the communications skills to build customer relationships and close a sale.

In ValueMatch Selling for Home Builders, Nowell reveals how to gain control of the selling conversation. Using his ValueMatchTM Sales Training techniques, readers will learn how to build rapport with prospective home buyers, learn about their needs, make powerful presentations that are focused on their values, andgo for the close. The book explains how ValueMatch listening skills will help open the door to prospective home buyers’ emotional need to buy a new home. These skills, the core of the ValueMatch sales process, help to uncover hidden needs of the customer and match what new homes have to offer with what prospective buyers value most in their new home.

“William Nowell offers insight and effective tools for success in this ever-changing home sales environment,” said NAHB Chairman Sandy Dunn, a home builder from Point Pleasant, W.Va. “This book gives builders and sales teams some new strategies for connecting with their potential customers and selling them the home of their dreams.”

ValueMatch Selling for Home Builders teaches practical applications that can be used by the rookie or seasoned veteran. Nowell’s emphasis on questioning strategies and listening skills helps salespeople build relationships with potential customers by helping to find a home to match the prospective buyer’s specific needs.

“ValueMatch Selling is the missing communication link in most of today’s sales methods,” says Andrew Hall, vice president of Sales and Marketing, Fort Worth Division, Meritage Homes in Fort Worth, Texas. “It is a powerful tool to improve the success of our sales team and their attitude towards Sales Training. . . . ValueMatch Selling has vaulted us forward.”

Author William J. Nowell, CAASH, is president and CEO of ServiceTrac, LLC., a Scottsdale, Ariz.-based marketing, research and training company. During his 25+ year career in home sales and marketing, Nowell has worked to develop, sell and operate urban housing, including high-rise condominiums and townhomes, senior living communities, and active adult housing options.

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[Editor’s Note: Editors interested in receiving a review copy of ValueMatch Selling for Home Builders may contact Patricia Potts at 202-266-8224 or ppotts@nahb.com.]

ValueMatch Selling for Home Builders is available for purchase ($35.95 retail/$32.95 for NAHB members, ISBN-13: 978-0-86718-643-7) at www.BuilderBooks.com or by calling 800-223-2665.

ABOUT BUILDERBOOKS: BuilderBooks publishes inspirational and educational products for the housing industry and is the official bookstore for the National Association of Home Builders, offering a variety of books, software, brochures, and more in English and Spanish.