Intelligent Selling Principles
Tap into how our customers have changed so you may inspire intelligent customers to make a buying decision
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.