For years sales training in the housing industry was cookie cutter.  Many training systems still repeat the same material over and over without focus on the new buyer or the New Counselling format.  Focus on the critical path is fine for the barest basics, but sales staffs must be taken to a higher level of selling expertise to satisfy the new buyer.

Enter “Selection Sales Training” that now allows building firms to select their sales training material from the widest array of topics offered anywhere in the housing industry.

From Tom Richey’s experience developing many of the most significant sales training programs in the housing industry today, plus his nationwide knowledge of the changing home buyer, he has developed leading edge material that guarantees a successful sales system.  Here’s how it works.

Utilizing the “Selection Sales Training” menu, Tom and the building firm’s principal determine which topics will be the curriculum.  The training can range from a single session to two days every month.  If two days are selected, a Telethon the evening of the first day is recommended.  Often, incremental sales  written from the appointments secured that evening pays for the training.

Since every sales staff has three thirds, Top Third . . . Middle Third . . . Bottom Third, “Selection Sales Training” allows you to choose any level of material that works best for your staff.  For example, you can choose one level for the Top Third and other levels for the Middle and Bottom Thirds.  Or, it allows you to fashion a training program graduating upwards in degrees of sophistication.  The key benefits are choice, flexibility and cutting edge systems.  The bottom line is a sales staff selectively oriented and trained to the highest levels of effective salesmanship.

The implementation is done in a combination workshop and sales simulation format in the field where salespeople practice and participate with Tom as their mentor utilizing their own sales offices, models, and homesites.  There are no substitute trainers.

Workshop handout material is included with each session for future review by sales management and the sales staff.  Use of Flash cards that summarizes the material is encouraged.

In Summary, as builders need to customize or personalize their homes, so must their sales staff personalize their sales presentations.  “Selection Sales Training” provides a single source outlet for all the salesperson training material necessary to fashion a world class sales development program.  Please read the attached “Selection Sales Training” menu and then give us a call.  We’ll be happy to help you select your new sales training system -- and raise your sales production.

                              “SELECTION  SALES  TRAINING”

Workshop 1:      “The Productive (your company) New Home Counsellor”
Workshop 2:      “Policies Procedures and Paperwork Defined”
Workshop 3:       “Understanding Basic Financing”
Workshop 4:       “How to Position Yourself, Your Firm, Your Product and Your
                               Community”
Workshop 5:      “How to Shop The Competition”
Workshop 6:      “Watch Your Language”
Workshop 7:      “Extra Territorial Responsibilities that go With the Territory”
Workshop 8:      “Get Ready to Sell: Your Preparation”
Workshop 9:      “How to Read Your Customer Like a Book”
Workshop 10:    “The Salespower of Body Language”
Workshop 11:    “Understanding the New Home Counselling Process”
Workshop 12:    “Your Organized Presentation”
Workshop 13:    “How to Work the (your company) Sales Center”
Workshop 14:    “How to Work a Community - A Typical Day in the Life
                                of a (your company) Sales Counsellor”
Workshop 15:    “The Initial Greeting and Warm-up, Bonding, & Connecting”
Workshop 16:    “Dig Deep with Dynamic Discovery”
Workshop 17:    “How to Demonstrate the (your company) Showcase Home”
Workshop 18:    “Style & Design Essentials That Impact New Home Counselling”
Workshop 19:    “The Creation of Urgency -- The Indispensable Selling Ally”
Workshop 20:    “Handling Objections Like a Seasoned Professional”
Workshop 21:    “How to Demonstrate a Homesite”
Workshop 22:    “The Fine Art of Demonstrating a Field Model”
Workshop 23:    “Construction Sales Training A”
Workshop 24:    “Construction Sales Training B”
Workshop 25:    “Construction Sales Training C”
Workshop 26:    “Value-Added Component Sales Training”
Workshop 27:    “Finish and Trim Sales Training”
Workshop 28:    “Brand Name Partners Sales Training”
Workshop 29:    “Communicating Your Customer Service Program”
Workshop 30:    “Closing the Sale Defined”
Workshop 31:    “The Power of Trial Closing and Test Closing”
Workshop 32:    “How the Pros Come to Final Closure:  The (your company)   
                              Collection of 20 Proactive Closing Techniques”
Workshop 33:    “Utilizing Questions to Increase Salespower”
Workshop 34:    “Secrets of Effective Listening”
Workshop 35:    “How to Neutralize the Negotiator and Win the Sale”
Workshop 36:    “Tips for Pre-Qualifying and Contract Execution”
Workshop 37:    “Follow-up or Fall Out!”
Workshop 38:    “Telephone Techniques Made Easy”
Workshop 39:    “How to Organize and Manage a Productive VIB
                              (Very Important Broker) Data Base”
Workshop 40:    “Rock Solid Self Prospecting”
Workshop 41:    “Referral Gathering Made Easy”
Workshop 42:    “Let’s Build a Selling Tool Box”
Workshop 43:    “Computer Orientation for Sales Professionals”
Workshop 44:    “Get A Grip On Yourself: The Self Evaluation Checklist”
Workshop 45:    “The Care and Feeding of Difficult People”
Workshop 46:    “Raising the Bar through Personal Work Sheet Analysis”
Workshop 47:    “How to Counsell the Cultural Buyer”
Workshop 48:    ‘Seamless Selling of Options, Extras, and Upgrades”
Workshop 49:    “Manage Your Time or it Manages You”
Workshop 50:    “How to Prevent Buyer’s Remorse and Curtail Cancellations”

Select which workshops fill your sales training needs and then contact us regarding dates and times.  If a number of programs are desired, we can structure them into an on-going program extending a full year or longer.  You may wish to poll your sales staff utilizing this list.   When a staff selects their own training subject, that helps ensure a buy-in to the material and the function.

The important point is to take action now and fashion your sales training blueprint for success.