Communication, motivation and goal setting
1 full day or 2 half days for Sales Negotiators
Course overview:
How to set realistic and achievable goals and keep motivated.
Negotiators learn:
- Effective ways to communicate with your market and improve your results
- The principles of self-coaching questioning techniques to enable you to think smarter
- Effective ways to manage the communication loop between agents, developers, purchasers and the chain
- How to identify personal thinking and communication preferences
- How to say what they mean and ensure that purchasers understand all aspects of the buying process
- How to meet the customer’s needs by identifying key influential areas and matching needs to the development/developer
1 full day course for new Sales Negotiators
This is a concise introduction to the role of the Sales Negotiator in the New Homes Industry. Participants will gain a clear understanding of the key responsibilities of the role, and learn how to represent your company with confidence and professionalism.
Course overview:
Key responsibilities:
- Customer care, qualifying the purchaser, engaging the customer and next steps
- Show homes - how to demonstrate, what to say and do with confidence
- Selling homes - knowing your product
- Reading site plans, floor plans and specifications
- Understanding the construction stages and build programme
Standard office procedures:
- Re-trawling customers and the benefits
- Competitor analysis
- Communication - who, when and why
Reservations and subsequent procedures:
- Reservation forms, the procedures and the role of your Sales Manager
- The legal process - who is involved, what you need to know and do
- Property Misdescriptions Act (PMA)
