EVALUATE Sales Skills
ENCOURAGE Areas of Strength and Success
EDUCATE To improve weaknesses & over-all performance
You have acquired the land, you've completed the feasibility studies, focus groups, your models are merchandised, your signage installed, your collateral printed, your sales trailer/office is open, your advertising venues have been chosen...DO YOU HAVE THE RIGHT PLAYERS IN YOUR SALES OFFICES?
Video Mystery Shopping is a tool to ensure that your prospective buyers are being SOLD a home by the best possible sales team, also to help you understand how effective your sales team is. Cameras Don't Lie...we can show you how your sales staff is representing your company, your communities, your investment...You!
SEE THROUGH THE EYES OF YOUR PROSPECTIVE BUYERS...
What do your customers see when they pull into your community?
Is the mind-set of your sales team correct?
Do they view themselves as a Professional Sales Counselor?
Does your sales team present themselves professionally?
Do your sales offices have a professional feel to them?
Does your sales team have an "organized planned presentation?"
Is your sales counselor struggling on what to say next or where to go next, or, are they listening to their prospect, acting on it, which will lead them to the next step of their presentation?
Does your sales team LISTEN to their customers?
* Are they using eye contact?
* Duplicating body language, using non-verbal communication?
* Summarizing what the customer is telling them to offer clarity?
Does your sales team build rapport during the welcome?
Are they asking "the right questions" to determine "hot buttons"?
Does your sales team know their community, the amenities, the available homes?
Do they know the surrounding community, the area?
Does your sales team ask the right questions to properly qualify their customers to discover their motivations and needs in regards to moving?
Does your sales team DEMONSTRATE their product?
During the DEMONSTRATION, do they engage the customer emotionally in the product?
Are objections being managed properly?
Does your sales team ask for "the sale?"
Do they recognize buying signals and CLOSE appropriately?
WE CAN TELL YOU!
WE CAN SHOW YOU!
