As experts in new home sales training, the one question we get asked repeatedly is “What can I do to to sell more?”
We can jump straight into the different techniques traditionally used to close more sales, but our sales trainers will always advise that to get where you want to go, you must first recognize where you’ve been. We sat down with Roland Nairnsey, our Senior Vice President of Training & Development, to gain some insight on where one can begin when determining the best way to close more sales. His very first recommendation was to start by measuring your current Conversion Ratio to determine how many prospects you must meet in order to make a sale. He says that whether your team closes 1 in 5, 1 in 10, or 1 in 20, this number is necessary as a starting point to improvement.
Roland’s next step towards closing more sales is working on your sales skills or improving the quality of your traffic as both will facilitate an increase in sales. You can have thousands of prospective homeowners come through your doors, but if you don’t have the necessary skills or the traffic doesn’t consist of qualified buyers, then your efforts are wasted. This is where Roland and the rest of our Sales Solve Everything team can step in to sharpen your sales skills and offer techniques and ideas to bring in qualified buyers.
At Sales Solve Everything, we firmly believe that “you can’t close if you can’t open,” so our new home sales trainers focus on the Discovery process of each and every encounter to build a strong relationship from the beginning. The Discovery process allows us to understand the goals of each prospective home buyer by asking specific open-ended questions and then seeking out the home and homesite that will best suit their needs. As Dr. Stephen Covey said in the 7 Habits of Highly Effective People, you must “Seek First to Understand, Then to Be Understood.” Roland says that by showing our clients that we are listening to them, and of course really listening to them, we’ll be able to develop a relationship that will culminate in providing them with a home that meets the goals originally set forth. At that point, closing the sale will seem natural and the perfect result to a well-planned presentation, instead of an awkward question that looms at the end of it. We call this process “Closing As We Go” and it ensures the client’s wants and needs are met from start to finish.
As with anything, perfecting the closing process takes practice and an increase in sales will only come when you feel comfortable with your sequence of questions, from narrowing down homes to finding that one of a kind home suited for the client, and finally actually asking for the sale. The more practice you have at this process, the easier it will be to build your closing confidence and increase sales naturally.
Interested in perfecting your closing process utilizing new home sales training techniques while rubbing elbows with sales pros just like you? We are hosting our 2-Day Advanced PRO 1 Series Workshop on June 14-15, 2017. This workshop delves into the many aspects of sales, including maximizing the value of the 10 areas that are important to your buyers, identifying the right questions to conquer all of their concerns, honing your negotiation skills, and fine tuning your closing skills to surpass those ambitions sales goals!
Contact Brittney Myers at 888-738-4020 for more information or to register for the Advanced PRO 1 Series Workshop. You can also watch the video above to learn more about the event.