High Impact Selling Skills for Property Industry

High Impact Selling Skills for Property Industry - 2 Days

Program Overview

Today’s property market is highly competitive, and every organization is looking for a larger and more profitable share of the market. In a challenging economy where competition is keen and the customer is spoilt for choice, how do you position the features and benefits of the properties you represent in such a way that the customer will view you as a preferred choice, even if similar properties were represented by other companies?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the property selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills: Property focuses on the following areas:

  • Communication
  • Influence
  • Professional salesmanship
  • Results
  • Universal sales approach


Training Outcome

After completing the training, you should be able to:

  • Close the sale with minimum effort and maximum results in revenue and profitability
  • Create a loyal relationship between the customer and your company’s brand and what it represents
  • Maximize the effectiveness of every customer interaction
  • Sell what you have to almost anyone, every time
  • Use various selling strategies to develop winning solutions for your customers


Our Methodology

To change your direction, shift your thinking.

However long ago you learnt to ride a bicycle, it’s likely an experience you’ve never forgotten. The skill remains with you today. When was your last corporate training program? How much of what was learnt is actively applied in your business today? Are all that remains the workshop manuals left on your shelf?

Our programs are initiatives that last. They encourage new ways of thinking. They open up ways to create extraordinary achievements. We believe individual behavior and attitude contribute significantly to the overall excellence of your organization. So we focus on what really matters.

Our unique methodology of combining experiential, instructional and discovery learning, and supported by modern coaching technology, creates powerful shifts in attitudes and behavior that will encourage sustainable change in your organization. These changes make an impact on results where it matters.

In our programs, you can expect an extensive use of case studies, debriefing, dyads, facilitated coaching, feedback, games and activities, group discussions, lectures, psychodramas, simulations, story-telling and structured instruments.

Program Outline

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

  • Context setting
  • What is our sales vision
  • Mapping our plan
  • Habits of a successful sales professional

Module 2: Showroom Reception – Setting The Stage

  • Creating positive first impressions
  • Applying influencing principles
  • The Customer Relationship Ruler
  • Welcome approach
  • Creating the connection

Module 3: Engagement Rules

  • Building credibility
  • The 4 Customer Behavioral Styles
  • Identifying your personal style
  • Developing your style towards effective selling
  • Shifting into positive action

Module 4: Being Effective In Customer-Centered Selling

  • Applying learning in selling to different buyers
  • What customers say and do and what is important to them
  • What we do more of when selling to different buyers
  • What we avoid doing when selling to different buyers
  • World café: Revealing our blind spots


Day 2:

Module 5: Discovery – Understanding Customer Needs

  • Discovery questioning techniques
  • Funneling
  • Active listening techniques
  • The art of being curious
  • Prioritizing needs

Module 6: Presenting Benefits

  • The 2-Point Walk
  • Linking features and advantages to benefits
  • Creating USPs
  • Crafting effective sales conversation
  • Using VAK in presentation

Module 7: Purchase Consultation

  • The overall process for handling objections
  • Reasons for objections
  • Types of objections
  • Objection handling techniques
  • Buying signals

Module 8: Closing The Sale

  • Closing techniques
  • Confirming agreements
  • Case study
  • Role play
  • Coaching performance