Applying the Challenge(r) Sales Model to Multifamily Selling

by Donald Davidoff | Aug 11, 2016 12:00:00 AM

Regular readers of this blog already know our thoughts on the need for multifamily operators to fundamentally change their approach to sales. They also know our feelings on the need to create a real conversation about how operators should manage the sales function today and in the future. We were quite excited to see the current moving in the right direction this past June when we had the opportunity to present our research and results on selling at the NAA conference. Not only did we get a standing room only experience during the presentation, the conversation afterwards and on the trade show floor showed how far sales has moved up the list of attention. We were encouraged not only by the conversation, but also the familiarity with some of the broader research into effective selling. Maybe it’s the fact that we’re clearly past the peak of the recent multifamily performance boom, but we’d like to think that our contribution has had some impact as well.