Available Coaching Programs |
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Description:
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For years, sales trainers have taught about the virtues of selling benefits. It has been role-played over and over again, books have been written on it, and precious time is devoted to it during every sales training program. Yet the simple fact remains that most new home sales representatives don’t use benefit selling to any significant degree.
There is a serious problem here. Why aren’t sales representatives using the benefit selling principles they were taught? Why can’t they see the obvious benefits in using them?
The answer: Sales people believe the customer already knows the benefit to each and every feature; and
this belief costs you sales and profit.
This fast-paced Building Value Workshop 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.
It is a customer’s thinking that your sales representatives must influence if a sale is to be made; and customers are not thinking benefits. Basically, they are weighing two things: “What do I have to pay and what do I get for my money.” It’s that simple. Your customers are asking themselves, “Is it worth it?”
Successfully completing the Building Value Workshop will enable your sales representatives to:- Consider a customers thinking, because it is in the customer’s mind that a buying decision is
made. Value is not in the product, it is in the customer’s mind.
- Influence a customer’s thinking by focusing on product benefits (value) versus product features
(price).
- Understand they can’t change the price – but they can change a customer’s thinking by focusing
on the value of the home.
- Avoid the two fatal selling assumptions that they make to justify the decision to not engage in
benefit selling.
- Plan and execute a product demonstration targeted to a homebuyer’s specific needs, wants, what
is important.
- Connect product features and benefits to a customer’s dominant buying motives.
- Initiate the six principles of the Building Value process to product features.
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| 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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