Available Coaching Programs |
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Title: |
Description:
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You can show more in five minutes than you can tell in one hour. There is no question that demonstrating
is one of the most important steps in the new home selling process.
Although there are many reasons why
demonstrating is such an essential part of the new home selling process, six key reasons stand out:
1. To establish sales representative credibility through product knowledge.
2. To sell a company’s reputation for quality construction.
3. To explain included features and sell custom features.
4. To ask any remaining discovery and qualifying precise questions.
5. To lead prospects to minor decisions by utilizing tie down and trial close precise questions.
6. To sell a trip to the homesites, where the sales representative and your customer can look at
specific homes or properties.
This fast-paced Demonstrating the Home Workshop also highlights two other compelling reasons for
demonstrating: people believe what they see; and people want to experience what they are considering
buying.
Selling in today’s competitive market requires a well-planned and convincing demonstration where your
sales representatives participate in the experience. Simply allowing a prospect to tour a model home alone
may guarantee failure. You can bet that your competitor down the street is more than ready to make any deal to make the sale. The only protection against today’s giveaway programs is telling your whole builder story, including the many product features and benefits of your homes.
Successfully completing the 3-hour Demonstrating the Home Workshop will enable your sales
representatives to:
o Develop a productive sales presentation around the four basic requirements of a new home
demonstration.
o Understand the five elements that are an integral part of every successful new home
demonstration.
o Demonstrate the home to create maximum excitement and interest by utilizing the six step
Demonstrating the Home process.
o Gain agreement and trail close homes’ features and benefits to the prospects dominant buying
motivations.
o Physically and emotionally involve prospects with the home to help them picture the benefits of
home ownership. |
| 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: |
$2,500.00 (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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