Sales process & skills for residential property sales & lettings
Details
The course will give you a tried and tested process to successfully negotiate and close deals plus a toolbox of sector-specific skills to have in your armoury.
Our experience in property sales and lettings
We have a great deal of experience in delivering sales solutions in the property market, currently working on projects in London for Knight Frank, Savills and Hamptons as well as nationally with Barratt Homes, Bloor Homes and Miller Homes. So there is much that we can offer you in terms of our knowledge in this sector.
Focus of the courseThe course examines people’s buying motives and how, as sales people, we can meet them.
The course will teach you how to:- create a compelling value proposition that differentiates you from other property firms
- cold call prospective clients
- create interest when meeting and greeting the client
- identify a customer’s emotional and rational needs relevant to buying/renting a home
- present credible solutions that differentiate your offering from your competitors
- create perceived value for your property that demonstrates value for money
- close, handle objections and negotiate effectively.
This course will give you a true understanding of ‘why people should buy ‘you’and ‘your’ property services’.
Once you’ve booked your place we’ll call you to discuss the key challenges that you’re facing so we can tailor the day to your needs. Places are limited to 15 people.
Outline
09:40 The Single Sales Principle® overview
09:50 Perceived Value
• how we judge value
• the relationship between price & value
10:20 Compelling Needs
• the importance of needs based selling
• emotional & rational needs
• testing motivation.
11:00 BREAK
11:15 Credible Solution
• features, advantages & benefits
• credibility statements.
12:30 LUNCH
13:15 Defining Value Proposition
• why use a sales process?
• importance of believing in your proposition
• the elevator pitch.
14:30 COFFEE
14:45Closing Skills
• value tools
• objection handling
• negotiation skills.
16:15 Action Plans
16:30 CLOSE
Speaker/s
Leading Sales and Management Training Coach, Mark is an experienced consultant and passionate sales and management educator. Mark has worked with and trained in a wide variety of sectors and his clients include both blue chip and household names (e.g. Barratt Homes, Autotrader, Google, TES Global, A2Dominion, Mobile Mini, North Yorkshire County Council and Hellmann Worldwide Logistics). As well as an avid presenter, motivator and conference speaker, Mark is also the author of the book “The Single Sales Principle and the 8 Myths of Selling”.
With offices in London, Harrogate and New York, we deliver training locally, nationally and internationally.
Lammore Consulting are an award-winning sales, management and customer service training company, accredited by the ISMM, ILM, CPD Standards Office and CMI.
Our aim is to improve the selling skills of those involved in sales; transform customer service by showing how to deliver exceptional customer experiences; and inspire people and deliver lasting results through our leadership and management training programmes.
Founded in 2002, we offer you a team of highly experienced and successful business professionals with a proven capability to deliver behavioural change to transform your business. All of our training associates, as well as the directors of the business, have blue-chip experience in the areas in which we develop and deliver training courses to ensure that our training is practical and delivers lasting results.
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