RETrainingCenter.com offers real estate training through real estate schools, online real estate classes, and self-study formats to help your pass your real estate exam and earn a real estate license to become a realtor!

Available Coaching Programs


Program Description

Title:

Handling Resistance: The Sale Begins When the Customer Says No

Description:

Handling Resistance: The Sale Begins When the Customer Says No
When your customers raise objections they are providing your sales representatives with useful although negative information about the purchase of your homes. Objections generally fall into two categories: misunderstandings and drawbacks.

The following briefly explains both the misunderstanding and the drawback:
1. Misunderstanding: usually the result of a customer lacking information or being misinformed about
a particular feature or benefit of your homes.
2. Drawback: usually the result of either your product failing to provide a benefit the customer considers important or the customer simply not liking something about your homes.

The misunderstandings and drawbacks your sales representatives encounter become “stumbling blocks” or
“stepping stones” depending on how they are handled.
This fast-paced Handling Resistance Workshop teaches your sales representatives a six-step process for
Handling Resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the
close. Learning how to deal with objections will increase your company’s sales and profit.

Resistance is not to be feared, it is to be welcomed! After all, an objection simply tells the sales
representative what must be done to make the sale. So it’s important that your sales people become highly
proficient at Handling Resistance.

Successfully completing the Handling Resistance Workshop will enable your sales representatives to:
o Recognize misunderstandings and drawbacks as opportunities, not stumbling blocks.
o Probe in a way that produces information about misunderstandings and drawbacks without
persistent questioning.
o Clarify the type of misunderstanding or drawback to provide the appropriate response.
o Initiate reframing principles that requires the prospect to comment on acceptance of sales
representative’s response.
o Consistently handle misunderstandings and drawbacks successfully by utilizing the six-step
Handling Resistance 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!



Feature Items
30 Million Dollar Marketing System
30 Million Dollar Marketing System
Foreclosure Training
Foreclosure Training
How To Make Money With Commercial Property & Mortgage Paper
How To Make Money With Commercial Property & Mortgage Paper
Certified Foreclosure Specialist
Certified Foreclosure Specialist
Commercial Pro
Commercial Pro
Foreclosure Mastery
Foreclosure Mastery
Objection Handling Training Program
Objection Handling Training Program
The Making Money With Pre-Foreclosures Training Guide
The Making Money With Pre-Foreclosures Training Guide
The Complete Pre-Listing System: Get In, Get Out, Get The Listing!
The Complete Pre-Listing System: Get In, Get Out, Get The Listing!
The Procedures Manual For Agents CD
The Procedures Manual For Agents CD
The Complete Buyer's Agent Toolkit
The Complete Buyer's Agent Toolkit
On Track To Success In 30 Days System For Experienced Agents
On Track To Success In 30 Days System For Experienced Agents
Power Real Estate Letters On CD-Rom
Power Real Estate Letters On CD-Rom
Lead Mastery System
Lead Mastery System
SMA - The Pricing Solution Software
SMA - The Pricing Solution Software
Continuing Education
Appraiser Loan Officer Licensing Real Estate Inspector
Continuing Education Loan Processor Licensing USPAP
Home Inspector Real Estate Broker Licensing  
Designations/Certifications
Alabama Real Estate Licensing Nebraska Real Estate License Washington Real Estate License
Alaska Real Estate Licensing Minnesota Real Estate License West Virgina Real Estate License
Arkansas Real Estate Licensing Missouri Real Estate License Wisconsin Real Estate License
Arizona Real Estate Licensing Montana Real Estate License Wyoming Real Estate License
California Real Estate Licensing Nevada Real Estate License Accredited Buyer Representative
Colorado Real Estate Licensing New Hampshire Real Estate License Accredited Buyer Representative Manager
Connecticut Real Estate Licensing New Jersey Real Estate License Accredited Home Staging Specialist
Delaware Real Estate Licensing New Mexico Real Estate License Accredited Land Consultant
District Of Columbia Real Estate License New York Real Estate License Accredited Luxury Home Specialist
Florida Real Estate Licensing North Carolina Real Estate License Certified Commercial Investment Member
Georgia Real Estate Licensing North Dakota Real Estate License Certified Commercial Leasing Specialist
Hawaii Real Estate License Ohio Real Estate License Certified Commercial Sales Specialist
Idaho Real Estate License Oklahoma Real Estate License Certified Home Inspector
Illinois Real Estate License Oregon Real Estate License Certified International Property Specialist
Indiana Real Estate License Pennsylvania Real Estate License Certified Neighborhood Specialist
Iowa Real Estate License Mortgage Broker Licensing Certified Property Manager
Kansas Real Estate License Rhode Island Real Estate License Certified Residential Specialist
Kentucky Real Estate License South Carolina Real Estate License General Accredited Appraiser
Louisiana Real Estate License South Dakota Real Estate License Performance Management Network
Maine Real Estate License Tennessee Real Estate License Real Estate Designations
Maryland Real Estate License Texas Real Estate License Real Estate Professional Assistant
Massachusetts Real Estate License Utah Real Estate License Residential Accredited Appraiser
Michigan Real Estate License Vermont Real Estate License Transnational Referral Certification
Mississippi Real Estate License Virginia Real Estate License Real Estate Schools & Real Estate License Training
Professional Development
203k Training Business Planning Real Estate Schools
Foreclosure Training Commercial Real Estate Real Estate Training
Marketing Training For Real Estate Agents Finance & Investments Real Estate Career Development
How To Work With Bank Owned Properties FSBO Presentations Real Estate Inspector
How To Buy Real Estate In An IRA Handling Objections Recruiting
Buying Real Estate In An IRA Home Inspector Sales & Marketing
Marketing Materials For Purchasing Real Estate In An IRA Home Staging Broker Management
1031 Exchanges Listing Presentations Real Estate Investing
Appraiser Loan Officer Mortgage Training
Buyer Presentations Loan Processor