Effective Selling Skills
Real Estate salespeople have the most direct contact with the customer resulting in the most influence over the customer’s buying decisions and habits. A proactive selling skills model encourages salespeople to find, qualify and sell their customers in an organised system of contact, presentation and closing which is customer-needs focused. By structuring the sales approach, salespeople become ‘conscious competent’ in all areas of the sales process and therefore feel more secure about their ability to produce consistent results and a more successful future.
Effective Selling Skills© (ESS) focuses on the day-to-day work skills that are essential for the real estate salesperson. This is the first part of the Real Estate Success©(RES) programme series.
WHAT WILL YOU LEARN?
- where to find more customers
- how to build a stable base of repeat customers
- how to qualify a customer and why that is important
- how to control the presentation environment
- the normal objections customers raise
- the answers you need
- how to develop a `customer for life´ relationship
- how to plan the work - how to work the plan!
WHAT WILL YOU GAIN?
Effective Selling Skills© participants learn that controlling the selling process is one of the keys to controlling the results. The second key element is the ability to work effectively despite the pressure customers feel while making buying decisions. Closing and handling objections are essential to results and success.
WHO SHOULD ATTEND?
All new real estate salespeople - before they develop bad work habits. Any experienced salesperson who wants to have more control over the results. Any experienced salesperson who is in a sales slump. All sales managers who will manage salespeople. As a prerequisite to the other Advanced Sales Training Programmes.
HOW LONG DOES IT TAKE?
"The only way to make a man trust-worthy is to trust him." (Henry Stimson)