We are constantly looking at what sales consultants do and notice that few sales people do anything that is actually wrong, it’s just that they could do a lot better!
We also find that unless we are working with someone who is new to new home sales, most of the people who take advantage of our services know what needs to be done but don’t always practice what they know! We understand that and understand how to help people to unlearn the habits that have served them sell so far and help them to learn new, better, more effective habits that suit today’s market and today’s more informed and demanding customer.
So, are you actually taking control of every sales opportunity? We will help you to make sure that you are!
Have a look at our resources to help you to improve this really important area of your selling:
- Buy the Taking Control e salesbook – just £9.99, it’s packed with tips and tactics that are worth so much more!
- Our Customer visit criteria e guide - just £7 - will help you to understand what a great sales visit looks like. This is also the criteria that would be used on a mystery shop if you were to have one done on you.
- Download our e guide - Deflect early discount questions £13 - to find out how to deflect customer requests for information on what discounts you are doing or what the incentives are – until you know which home you are helping the customer to buy, you have no information to give.
- Buy the Always, always next step e guide – just £7, it’s packed with suggestions for how you can always be next stepping – getting the customer to commit to and agree to a positive next step
You can also gain lots more by joining The Sales Accelerator, so get your password working and then you can explore all our resources and get FREE top tip emails directly to your inbox all aimed at how you can take more control of every sales opportunity.
Our Taking Control tips are all about helping you to:
- Welcome a customer and take control of the situation without being controlling
- Develop strong rapport with the customer
- Find out maximum information to be able to sell to the customer
- Decide with the customer how best to spend their time
- Get quickly into a rhythm of gaining customer commitment; little and often
To help you to take more control of every sales opportunity, we will help you to:
- Confidently respond to customers who present you with the attitude that ‘it’s a buyer’s market’?
- Maintain control of the sales and handle customer’s with ‘it’s a buyer’s market’ attitude
- Put yourself in the customer’s shoes and sell how they want to be sold to
- Adapt your selling style to the market we are working in today
- Prepare yourself to sell in this challenging market; Understanding the market (take a look at Working Well with Customers)
- Talk up the market
- Deflect a customer’s request for discounts until you know what the basis of the sale is
The sales arena is your environment so take control of each sales opportunity that comes to you. Practice being ready to kick into your assertive sales approach and start selling where the customer is ‘at’ not where you want to start your selling routine.