 SiteStar
On-Site Connection Counselling Sales Training
The new way to practice and rehearse with you staff in the model environment utilizing the F.A.S.T. system. (Flashcard Assisted Sales Training) Tom Richey comes into your environment and works one-on-one with your sales staff fine tuning their efficiencies in sales center presentations, model home demonstrations, community touring, and purchase target 1-of-a-kind home and homesite closing. He teaches your sales staff how to sell the way customers buy with a new selling process called Connection Counselling - a question-driven Socratic selling system. On-site training and education specialities:
 F.A.S.T. Sales Training System - is an acronym for Flashcard Assisted Sales Training. Each member of the staff receives a set of flashcards representing each selling station of the model home. The front of each card lists features and the back lists benefits. Additional cards are developed for community and product specifics. The team is divided into triads of three salespersons who practice the skills within the team. The triads subsequently merge for a summary review.
How to Sell and Close with your Financing - This course addresses the basics of financing that every sales professional must know. Each attendee receives a workbook with excerpts from Tom Richey's Home Sales Financing Handbook.
 Prospect Sourcing & Management - Traffic building today focuses more on social networking and guerilla marketing tactics than running costly advertisements. The sales staff is shown how to execute a Quarterly Sales Business Plan with emphasis on self prospecting. The Richey Self Prospector and 100 Modern Day Traffic Builders are introduced to help develop traffic building plans. The best tenets of organizing and working a database are trained in.
 Sales Management - The sales management job description is reviewed with emphasis on the Planned Encounter in the field. Time management, staffing, hiring, training, motivating, and monitoring techniques are developed according to company structure. Reference manual is Tom Richey's 842 page, The Essential New Home Sales Manager's Handbook and access to Top Gun Sales Management on-site or cyber seminars. Keeping your sales management sharp is the key to success!
 World Cup of Selling Contest - Each salesperson delivers a two hour presentation to Tom Richey. The selling process is video recorded for future reference and can be edited for an in-house training library. The process is evaluated and graded with written recommendations. This event has never failed to produce sales increases.
 Mystery Shopping - Richey Resources can initiate, monitor, and evaluate a thorough salesperson's shopping event. Tom Richey, the inventor of mystery shopping, recommends the shopping practitioner, negotiates the lowest price, and personally supervises this learning event. A sales training tool par excellance!
 Evening Phone-A-Thons - When scheduled for two days, the evening of the first day is styled a call-out evening. Follow up phone calls are made to the salesperson's top ten list with rewards given for the most appointments in a seven day time frame. An incremental sale through this exercise pays for the training.
 Ownership/Management Consultation - Tom Richey is available to consult in all areas of the development, building, marketing, or financing spectrum. A review of the training and education activities can be provided in person, via conference call, or in writing.
 Objections Basketball Role Modeling - Tom Richey plays the salesperson's role with the sales staff as customers. They throw their toughest objections at him and he demonstrates how to eliminate the objections with process, not prayer. Proven methods to neutralize the negotiator are trained into your staff, focusing on profit, not just volume.
 Closing Skills Workshop - Closing new home sales is covered in this intensive workshop. Objections handling, follow up, managing a database, asking for the sale, and increasing referrals is covered in a practice and rehearse format. The emphasis is on closing sales the way buyers buy via Connection Counselling.
Our new method of pricing makes this an extraordinarily small investment in your salespeople. In the spirit of recovery, we guarantee you the lowest sales training fees in the housing industry. Before you purchase sales training anywhere, give us the last look! |
