Modules
Inspiring Intelligent Customers to Buy
Intelligent Selling is the art of Inspiring Intelligent Customers to buy a new home. This is one of a series of quick bites to Intelligent Selling to help you see how we approach new homes sales.
What Market Are You In?
At any given time, your new home development will be in one of 3 markets; each requiring different selling actions and behaviour. Find out which market you are in and how to develop the agility and confidence to adapt your selling to different market conditions.
Structuring Each Sales Opportunity
This quick overview of the selling structure we believe achieves maximum results will help you to inspire your customers to buy a new home from you. It will help you align your selling with their buying!
Working Your Sales Zones
Find out how to manage your sales environment across 4 sales zones and you won’t run out of selling before your customer is ready to buy. This module will help you to better structure your selling, give it a try!
Add Value, Build Confidence
As you sell, learn how to maximise the customer’s perception of the price you are asking them to pay for the value they will get by buying. Get ideas to stand out and earn the customer’s respect; it’s key to the customer’s perception of being in the right place, with you and your new homes.
Curious Qualification
Find out how to make small qualification questions BIG and build a rapport that enables you to craft a sale around your customer.
Progressing Customer Readiness
Understanding the Continuum of Readiness will help you to understand what a new home can provide for your customer and how one of your new homes will do this, and more. Where is your customer on the Continuum of Readiness to Buy?
Assuring Every Customer an Amazing Experience
Giving customers the best experience is a Key Result Area as well as a Key Performance Indicator of your personal success. We can help you at every stage of the buying process so that the great experience you create for each of your customers leads to high customer satisfaction and success in this KRA for you and your colleagues.
Practicing Give to Get
Our desire to share all that you know with a customer can cause you to over present and give out too much information that the customer does not value in the way you wanted them to. There’s an easy fix! Learn about the Give to Get principle and you’ll correct this common mistake.
Engaging Demonstrations
The demonstration is the most emotionally engaging part of a sale and your sales approach should be planned and staged so that the customer is emotionally engaged. Find out how to quickly improve your results from your demonstrations.
Creating Next Steps All the Way
As you progress with a customer and are focussing on a specific home, you have to have the confidence and assertiveness to ASK for what you want to happen, to next step the sale closer to a Reservation. When you know how to Next Step all the time, you close more easily.
Taking Control of Sales Opportunities
Perception of your expertise and first impressions are key to your sales success. Taking control of your sales arena and being ready for all the various eventualities you are managing is key to how your customer perceives you and how their opinion as to whether you are the type of person they want to buy from – and that’s before you find a home that will work for them!
Curious Qualification
Through Curious Qualification, sales consultants can learn how to maximise the critical stage in managing every enquiry – establishing who the customer is and how to best craft the sale of a new home around them.
Using Your Sales Tools
When we are working with customers and when you know all that you need to know in order to sell, how you use your visual sales tools is critical to the way in which a customer feels that a home on your development makes perfect sense to them.
Engaging Demonstrations
We think that Demonstration is the most emotionally engaging part of the sale and your sales approach should be planned and staged so that the customer is emotionally engaged and providing you with feedback and comments so that you know which aspects of the property and the development are meeting their needs and expectations.
Clever Closing
Closing – this is what you’ve been working towards, getting a Reservation. When you punctuate your sales structure with small decision building moments, use closes little and often to build up to a natural next buying step, your hard work will pay off!
Finding Sales in Your Database
Learning how to dive into your CustomerBase on a daily basis – even when you are selling well, is critical to your sales momentum and sales rate.
Showing You Are an Expert
Striking the right balance is key to inspiring intelligent customers to buy from you. That means that you have to be and show that you are selling in a ‘professionally human’ way and create your own personal development plan to be truly great in the sales role.
BONUS Your Personal Success
This bonus module is going to help you to really practice Intelligent Selling – helping you achieve better results!
Driving Sales Overview
We know that when you are being brilliant in the key results areas of your role, you underpin your success as a New Homes Sales Manager. In this overview, will have laid out what we believe are the defining, and critical elements of your job; the 5 Key Result Areas of the job and a bit about you!
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