Home builder sales training is vital to the success of any new home sales associate. Whether new to the industry or seasoned professionals, these sales techniques will help them deliver a premium customer experience.
The key to these selling frameworks is building rapport with your customers and tailoring your operations to fit their needs. This new home sales training resource will cover several essential methods for achieving this.
Listening Skills
Effective listening is a highly sought-after skill in business that can help you build relationships with clients and colleagues. It can also help ensure understanding of tasks and projects, resolve conflicts, and improve accuracy.
Unlike hearing, a physical process that happens automatically, listening requires a more excellent mental and sometimes physical effort to be effective. It involves paying attention to not only the verbal words of a speaker but also their non-verbal cues and body language.
To enhance your listening skills, limit distractions and ensure you can hear the other person without interruption. Try nodding your head or smiling to show that you are engaged. It’s also important to pay attention to the speaker’s tone of voice and understand their statement’s context.
Body Language
Body language is a form of nonverbal communication that many people don’t realize they’re doing. The way you hold yourself when speaking to someone, your posture, eye contact, and personal space are all essential elements of body language that can reveal a lot about the person you’re talking to.
As a homebuilder sales professional, you’ll need to know how to best communicate with prospective buyers to close the sale. This home builder sales training technique is essential for all new home sales professionals to learn. Body language can also vary between cultures, so it’s necessary to remember this when interacting with different people. For example, those from Latin countries might feel more comfortable standing closer to one another when they interact, while those from North America may prefer more personal space.
Ask Questions
Asking questions is an essential skill for any homebuilder sales professional. It unlocks learning and improves interpersonal bonding. However, knowing the difference between asking questions designed to elicit answers and rhetorical questions that don’t is necessary. You should also be aware of the appropriate setting for each type of question. Asking inappropriate questions can make the person you’re talking to uncomfortable.
When you ask a question, consider why it’s important to you and what you hope to learn from the response. This will help you choose better questions in the future. You should also pay attention to the verbal and nonverbal cues the person sends you as they answer your questions. This will help you determine if they’re comfortable answering or need time to think about what they should say.
Ask for Referrals
Referrals are potent endorsements that demonstrate your company’s quality and trustworthiness. Top builders achieve 40% referral rates!
To increase the likelihood of receiving a referral, it’s best to ask for them at the most opportune moments. This can include pre-contract, point of contract, design selections, frame walk, final orientation, and closing.
Staying connected with your client base is another key to generating future referrals. Using social media, like LinkedIn and Twitter, to connect with them informally about topics that align with your business will help you build a solid connection and make it more natural when the time comes for you to ask for a referral.
Ideally, the team member who has built the most vital relationship with the buyer should personally make the request. This personal touch shows genuine care and strengthens the connection, leading to higher success rates.
Follow-Up
Follow-up is an essential tool for the new home sales professional. This course provides strategies for maximizing the effectiveness of your recent home sales presentations and techniques to help close the sale.
A follow-up is intended as a response, reaction, evaluation, or reinforcement of a previous action. For example, a person may receive a follow-up call after a job interview, or a doctor performs a follow-up examination of the patient.
Whether your new home sales team is unique to the business or a seasoned pro, this series of core programs will ensure that your employees are proficient in their demonstration, closing, and negotiating skills. The course also addresses the fundamentals of the Official New Home Sales Development System and helps you prepare to move to the advanced level.
