Success today in new home sales depends on so much more than when we had a booming market. The customer has changed, the market has totally changed, how have you changed? What will you commit to changing?
New home selling is a role that needs great intelligence: customer intelligence, product knowledge and house building intelligence, local area knowledge and market intelligence, economic intelligence and corporate intelligence
These are the qualities required by an intelligent salesperson.
Using the words below, mark yourself against each element out of 10. Where are your personal areas for development and how will you tackle them?
Proud and Professional
Demonstrating self confidence, self-motivation and personal awareness together with a ‘can do’ attitude, a commitment to sales and to assuring customer satisfaction
A Sales Expert
Demonstrating the most effective selling skills using your selling knowledge, skill and behaviour to nurture the customer’s buying decision and next stepping them to a stable reservation – and that’s on top of achieving the highest level of customer service, active prospecting, lead generation and enquiry management
Commercially Astute
Great sales people are sales entrepreneurs who are profit-aware and manage their development, knowing what is required to show it is Your Site; Your Business
Market Aware
Being a great sales person means that you are market-aware, have the best market knowledge, are market-proactive and competitor-aware and that you use this information to be solution-driven in your responses to sales management and customers.
Sales Intelligent
Having the most up to date knowledge – product, local, site, company and how you stand out from the competition.
Totally Photoshoot Ready – All The Time
Great sales people manage and achieve the best presentation – self, sales, site and stock
Managing all the information to achieve maximum sales and efficiency.
Although great sales people are not necessarily the best at administration, the job requires the highest standards of reporting and administration. This involves making sense of all the information, using it to inform solutions, to drive your marketing decisions and to demonstrate performance to company procedures and protocols.
Take the next step in Intelligent Selling and explore our range of FREE new home sales training modules – the best strategies and techniques direct from the experts!