Available Coaching Programs |
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Description:
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Ninety-nine percent of your business is done with prospects who return - prospects that did not purchase on their first visit.
According to research studies on the attitudes and actions of new home buyers your prospects are likely to do the following:
1. Inspect at least six to ten new home communities or other alternatives before deciding upon a
purchase, unless the selection is limited.
2. Narrow their interest to three or four, then one to two models. Once they have settled upon four or
less, they are ripe for closing.
3. Return two to four times to each home they’re considering before making a purchase, unless
they’ve had much product exposure or are pressed by urgency, such as a transferee.
So, your sales representatives must make their prospects return. That’s where effective follow up makes the big difference between a sale and no sale.
The follow up, contrary to what the name may seem to imply, is not limited to what the sales representative
does after they say “good bye”. More properly, it could be described as what your sales representatives do after they say “hello”. In short, follow up involves taking the necessary steps from the outset of the sales presentation to bring prospects back a second time to answer questions, build value in home and homesite, and move the prospect toward a buying decision.
During this fast-paced Follow-Up Workshop, your sales representatives will learn a four-step follow up
process that will convince prospects return. Because very few sales are closed during the initial visit,
effective follow up may mean the difference between your company’s success and failure.
Successfully completing the Follow-Up Workshop will enable your sales representatives to:
o Exercise the level of personal discipline and time management necessary to accomplish
professional follow up effectively and efficiently.
o Make the follow up process systematic which will yield higher be-backs and additional sales.
o Organize a phone sales presentation utilizing a nine-step process for follow up phone calls.
o Implement a four-step follow up process that will make certain return visits.
o Understand that follow up is a full time job. It requires thinking about follow up; justifying follow up;
and implementing follow up consistently. |
| 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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