MANAGER’S NOTE:
There will be ups and downs for every sales agent. Help the agent by encouraging them when they experience slumps. Remind the agent of the seasonality of the business and advise them on what they can be doing now to generate sales and prepare themselves for their next sale. Taking action produces results, sometimes the agent just needs to start doing some sort of action to reengage their pipeline. (Making phone calls to their backlog, calling realtors, reaching out to closed homeowners)
Things to Remember During the Sales Process
- Sell the Dream – we have the best communities in the best locations. Know it, portray it and most of all, BELIEVE it.
- Be the Expert – Knowledge is power, be the expert that the customer trusts. Be the sales agent that the customer remembers the most during their home buying experience.
- Make a Friend – having a conversation with the customer makes it easier to find out what they want and how you can help them find it.
- Always be Looking for a Solution – you will be selling throughout the process; from the time you meet the customer until after they close. You are the first person that they come to for answers.
- Keep Pushing – Do not be afraid to push past the objections and ask for the sale. When you have spent 1-2 hours with someone, you have earned the right to ask for the sale.
- Be Prepared – Our communities generate a tremendous amount of customer traffic. Make sure you are ready to meet these demands.