Available Coaching Programs |
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Title: |
Description:
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If you don’t ask for the order, you won’t make the sale. That statement is one of the basic truths of the new home selling profession. Because when your sales representatives ask for the order they provide the
momentum for your customers to say “yes”.
In the business of new home selling, closing is the name of the game. The fundamentals of closing – the
rules of the game – can be summarized by the following closing principles:- The best discovers and qualifiers make the best closers
- Understand why people buy
- Assume success
- Close constantly
- Create urgency
- Maintain leadership and control
Though sales representatives may feel closing a sale is a magic moment, in reality, closing is simply the
formality of following the six closing principles and then asking for a decision when they feel certain the
perspective buyer is going to say “yes”.
To get to that “yes” consistently your sales representatives must also be proficient in all phases of new home selling. Therefore, the first move toward sharpening closing skills is to improve all new home selling skills, especially the ability to discover and qualify. The more proficient your sales representative is in this vital area, the more successful they will be in closing.
We live in a world of change. The new home buyer changes daily. Your homes change constantly. But
through all this change, certain closing principles are common and unchanged. This fast-paced 3-hour
Closing Workshop teaches your sales representatives how to use the closing principles to ask for the
order.
Successfully completing the Closing Workshop will enable your sales representatives to:- Recognize buying signals that initiate the closing process.
- Set up the close by gaining agreements in six key closing categories: home, homesite, community, location, financing, and builder.
- Vary the type of close to fit the requirements of the customer.
- Gain a partial buying decision when it is appropriate.
- Initiate the six principles of closing.
- Prepare the buyer for the possibility of remorse.
- Ask for a referral.
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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: |
$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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