Available Coaching Programs |
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Description:
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How do your sales representatives feel about selling homesites? Do they think of them merely as
convenient places to put your houses, perhaps as necessary but bothersome details that complicate the
new home selling process? Or do they view them as opportunities, as indispensable aids on the way to the
sale?
The fact is a thorough understanding and appreciation of homesites is a requirement to successful new
home selling. Your sales representatives won't close many sales if they’re unable or unwilling to
demonstrate the homesite.
To enhance homesite selling, sales representatives must keep these fundamental principles in mind:
1. Every homesite is unique.
2. Every homesite is different.
3. No two are alike.
Each time your sales representatives demonstrate a homesite, they are showing a product that is exclusive and irreplaceable. They are offering your customers an opportunity to own something that no one else may own.
Each homesite is one-of-a-kind, the only one like it in the entire world. This exclusivity constitutes a powerful selling force. The late Rosser Reeves, who headed one of the world's largest advertising agencies, BBD&O, called this force, USP or Unique Selling Proposition. He claimed that every worthy product embodied a unique characteristic that made it desirable. He said, “Discover that unique characteristic and people will buy.” In the case of homesites, the USP is exclusivity. And that's a compelling reason to buy.
This fast-paced Demonstrating the Homesite Workshop provides your sales representatives with all the
knowledge they need to demonstrate the USP’s present in your homesites.
Successfully completing the Demonstrating the Homesite Workshop will enable your sales representatives to:
o Look at homesites from productions point of view.
o See homesites from the customer’s perspective.
o Get prospects to the homesite to experience your homesites USP’s.
o Demonstrate homesites by utilizing the six step building value process.
o Physically and emotionally involve prospects with the homesite USP’s to help them picture the
benefits of home ownership.
o Connect prospects dominant buying motivation to the homesite. |
| 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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