Available Coaching Programs |
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Title: |
Description:
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If you could have one wish at this moment, what would you wish? Think about it. A question like that would
make the most stubborn, closed-off, difficult person open up. Like most precise questions, it’s irresistible.
A precise question establishes rapport, gives a customer the sense that the sales person cares, and also gives your sales representative direction and purpose.
There are certain facts about your prospects sales people must learn. Yet, they can’t ask everything at
once. Nor can sales people risk offending prospects by asking too many questions before your homes are
actually seen. Therefore, sales representatives must ask well-formed, well-targeted precise questions
which are friendly in tone yet are sure to provide much needed information to guide the sales presentation.
Information gained from precise questions breaks down into the following categories:
1. Decision-Making Conditions
2. Financial Ability
3. Timing and Urgency
4. Need-To-Know Conditions
5. Past and Present Status
6. Experience
During this fast-paced Discovery & Qualifying Workshop 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.
Successfully completing the Discovery & Qualifying Workshop will enable your sales representatives to:
o Maintain a high level of rapport by asking well-formed, targeted precise questions that uncover
needs, wants, and what is important.
o Utilize the two different types of discovery and qualifying precise questions: open-ended, and
closed-ended.
o Demonstrate precise questions in the areas of decision-making, need-to-know, financial ability,
status, timing and urgency, and experience.
o Transition efficiently and effectively between information a sales representative needs-to-know
and the home buyer’s decision-making conditions.
o Recognize prospect’s buying and visit motivation and select the appropriate precise questions that
meet specific selling objectives.
o Take control of the selling and buying process through efficient use of the Five-Step Discovery
and Qualifying Process. |
| About The Coach: |
Bob Hafer’s 36 years of experience make him the most experienced and knowledgeable new home sales trainer in the home building industry.
Bob has held 11 different positions ranging from new home sales specialist to division president. Since 1995 he has provided new home sales training, merchandising, and marketing strategy to over 80 homebuilders coast to coast.
Does his sales training process work? Absolutely! He has trained thousands of successful new home sales consultants, and many are now in high level sales management positions.
His vigorous "how to" sales training Seminars and Workshops translate into a unique and productive learning experience for each salesperson, building confidence, improving sales techniques, and significantly boosting sales.
With unmatched insights into the mysteries and marvels of successful new home sales, Bob Hafer’s’ seminars and workshops provide a revolutionary learning program that gets results! |
| Approximate Cost: |
$5,000.00 (one-time fee) |
| More Info: |
Contact This Coach
This is a great opportunity to interview the Coach or get your questions answered!
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