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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

I have to say the past two days training has been unlike any that I’ve ever received. I am looking forward to helping the X-Factor emerge from not only each person on our sales team, but me as well! I am seeing things through and new set of eyes and I welcome what the next 12 months bring to all of us at Jeff Benton Homes!

Beverly Neel, Home Sales Trainer
Jeff Benton