“Every new homes sales person should read this book and be enlightened as I was. This book is insightful, and will help every sales person to be more successful.”
Renee DeSantis,
President,
Game Film® Consultants
1.
Preparation: Choice Not Chance Determines Success This fast paced Preparation Workshop or Seminar examines all the elements necessary to prepare your sales representatives to provide the necessary information for your customers to make informed home buying decisions
1. Attitude
2. Determining Needs
3. Presentation
4. Determining a Sales Strategy
5. Building Rapport
6. The Greeting Itself
This fast paced Connecting Workshop or Seminar examines each distinct element.
3.
Discovery and Qualifying: The Fine Art Of Asking Precise Questions During this fast-paced Discovery & Qualifying Workshop and Seminar sales people are taught how to ask precise questions. As a result of asking well-formed precise questions, working relationships advance, rapport improves, presentations become more productive, sales and profits increase.
4.
Building Value: Price Is Not The Issue This fast-paced Building Value Workshop or Seminar examines benefit selling from a customer’s perspective. It is absolutely essential that your sales representatives consider the customer’s thinking, because it is in a customer’s mind that a buying decision is made.
5.
Demonstrating The Home: The Competitive Edge This fast-paced Demonstrating the Home Workshop or Seminar highlights two other compelling reasons for demonstrating: people believe what they see; and people want to experience what they are considering buying.
6.
Demonstrating The Homesite: A Unique Advantage This fast-paced Demonstrating the Homesite Workshop or Seminar provides your sales representatives with all the knowledge they need to demonstrate the Unique Selling Positions present in your homesites.
7.
Handling Resistance: The Sale Begins When The Customer Says No This fast-paced Handling Resistance Workshop or Seminar teaches your sales representatives a six-step process for Handling Resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close. Learning how to deal with objections will increase your company’s sales and profit.
8.
Closing: A Natural Step In The Selling Process We live in a world of change. The new home buyer changes daily. Your homes change constantly. But through all this change, certain closing principles are common and unchanged. This fast-paced Closing Workshop or Seminar teaches your sales representatives how to use the closing principles to ask for the order.
9.
Follow Up: Bring Them Back To Make The Sale During this fast-paced Follow Up Workshop or Seminar your sales representatives will learn a four-step follow up process that will convince prospects return. Because very few sales are closed during the initial visit, effective follow up may mean the difference between your company’s success and failure.
1. You are always communicating
2. The mind and body are parts of the same system.
3.Ride the horse in the direction it is going.
4. The person with the most knowledge, in a system, will have the most influence.
5. The map is not the territory.
6. The exception is not the rule.
11.
NLP Technology: Selling To People The Way They Want To Buy This fast paced NLP Technology Workshop or Seminar is designed to set your sales representatives apart by introducing them to rapport building principles. NLP Technologies bring down the walls of prospect resistance and fear and build in its place a bridge of trust and cooperation. When trust and cooperation are present, prospects are more receptive to suggestions, will give more time to your sales representatives, and schedule more return visits.
12.
Realtor Relations: A Valuable Asset This fast-paced Realtor Relations Workshop or Seminar provides your sales representatives with a system for organizing a Builder-Realtor program. Just like sales representatives require a sound plan to sell new homes, they also require a strategy for optimizing Realtor sales.
13.
Selling Preference: Understanding Your Selling Preference This fast-paced Selling Preference Workshop or Seminar examines three selling preferences: administrator, participator, and facilitator. Your sales representatives will identify with one of these three selling preferences. The workshop then provides selling strategies that allow the sales representative to focus their sales efforts on the two selling preferences that achieve better sales results.
14.
The Homebuying Process: Working With Not Against The Buyer This fast-past Home Buying Process Workshop or Seminar teaches your sales representatives how to align their sales presentation with the customer’s home buying process, thereby reducing or eliminating an adversarial selling and buying relationship.
To Schedule A Building Results Seminar Or Workshop
Thank you for considering Bob Hafer for your training needs
Good luck and good selling!
