9 Secrets to Sales Mastery for New Home Sales:

Course Length – 5 months

Training Hours – 22.5 hours

Course Instructor – Marty Park

Course Cost – $4,358.33 + gst / trainee

  Course Map:
  • Introduction to 9 Secrets to Sales Mastery for New Home Sales (0.5 hours)
  • Establishing a Success Mindset (2 hours)
    • Understanding today’s market
      • Beliefs around
      • Money
      • Salespeople
      • Work
    • High pressure vs low pressure
    • Positioning
      • Selling vs guiding, leading, helping
    • Selling style mirror
      • How you buy is how you sell
  • Credibility and Expertise (3 hours)
    • Leadership is knowledge
    • Expertise
  • The one who knows the most leads the process
    • What you need to know
    • Economy
    • Local market
    • Community
    • Competition
    • Your site
      • External
      • Internal
  • Building/Subdivision
  • Floorplates/Floorplans
  • Specifications
  • Financing
  • Resale market
 
  • Professional Toolbox (1 hours)
    • Using the sales center effectively
    • Displays and tours
    • Model units
    • Design centre
    • Handouts
    • Sales Bible
  • Distinctive Selling Skills (3 hours)
    • Meet and greet
    • Rapport building
      • Understanding the order in which people buy
      • Your story and showing it
    • Qualifying
      • Gaining permission
      • Tying to emotion
    • Funneling down
      • Drilling down five levels
    • Handling objections
    • Transitioning to close
      • The buying process
      • Picking the customer
    • Closing
    • Counseling
      • Explaining the process
      • Use of agendas
  • Masterful Presentations (3 hours)
    • Information give and take protocol
    • Facts, logic and emotion
    • Demonstrating
    • Personality profiling
      • DISC
      • How to sell to each
    • Body, voice, words
    • Modalities
      • Visual
      • Auditory
      • Kinesthetic
    • Active Listening
    • We, I, you
    • Language ladder
    • Best methods of communication
    • Mastering questions
    • Sales scripts
  • Goals and Success Mathematics (3 hours)
    • Personal goals
      • Your “why”
      • Visualizing
      • Focus
      • Measuring
    • Financial goals
      • Math of selling
    • 5 ways
    • Incremental effort and its impact
    • Deliberate communication
  • Maximum Site Management (2 hours)
    • Viewing your project
    • Signage
    • Sales centre
    • Model suites/homes
    • Staging
  • Paperwork and Reporting (3 hours)
    • Relevant legislation
    • Reservation agreement
    • Purchase agreement
    • Disclosure documents
    • Deposits
    • Options and upgrades
    • Color selections
    • Weekly reporting
      • Traffic
      • Sales control
    • Commission claims and/or invoicing
  • Technical Tools for Customer Relationship Management (2 hours)
    • Prospect registration
    • Database
    • Coding
    • Sales agendas
    • Contact tools

 

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