Available Coaching Programs |
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Title: |
Description:
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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!
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