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Lesson Topics

Though we follow a proven, fresh, and powerful sales approach, the content will be largely customized to the specific needs of your organization.

  • Phases of Emotional Urgency
  • Questions Every Buyer has Before Purchasing
  • Finding Out Where Each Prospect is Stopped in the Sales Funnel
  • Influencing the Sales Process
  • Creating Emotional Urgency in Your Customers
  • Weaning Sales Professionals from Dependency on Incentives, Tax Credits, etc.
  • Accomplishing the Customer’s Mission
  • Setting and Achieving Performance Goals
  • Selling on a Logical and Emotional Level
  • Selling Value: Handling Value and Price Objections
  • Handling Objections
  • Removing Sales Reluctance
  • Holding the Customer Accountable to Making Decisions
  • Getting Customers Off the Fence
  • Selling the Absentee Buyer
  • Helping Customers Rethink Their Needs
  • Overcoming Common Customer Stalls
  • Overcoming Anxieties About Closing
  • Creating a Follow Up Program
  • Keeping the Sale Sold: Backlog Management
  • Keeping the Sale Sold: Maintaining Buyers’ Enthusiasm
  • Prospecting Through Follow Up and Referrals
  • How to Overcome a Sales Slump
  • Using Financing to Sell
  • Selling the Economy to the Buyer
  • Handling the Initial Phone Conversation
Testimonial

One of the biggest things I realized I’ve been doing is stopping the process MYSELF rather than letting the buyer stop it. I’ve had a fear or misconception that I am moving too fast for them and have wanted to give prospects time to “sleep on it.” I realize now that I have been self sabotaging, and to keep going full steam ahead unless they tell me otherwise.

Another thing I realized from the training is that I have been the biggest one standing in the way of my success. I sometimes get discouraged when I see my peers selling homes when I’m not, and I automatically start blaming myself, thinking it’s me, thinking I’m doing something wrong, etc. It’s not a new concept, but Jason helped me to remember that attitude is everything, and whether or not I believe I will succeed, I’m right.

So going forward, I am going to believe that everyone who walks in my door is going to buy a house from me, I’m going to sell them on their first visit, and I’m going to believe in myself enough to take them through the process!

Lacey Stepenenko, Sales Associate
Richmond American Homes