Advanced Level Series

A-021 - Defending The Builder

Introduction

This comprehensive module provides “the words to use”
to produce the win-win scenario you want. It provides all
the “critical tools” you need to implement the negotiating
component of the Sequence for Success^SM.

This practical guide will soon become your working
toolbox. It will serve and assist you during your daily
quest for new home sales success. Through diligent and
consistent practice, you will develop skills, competence,
and confidence to the level where you won’t need to feel
troubled or intimidated when you hear the buyer’s demands
for discounts, incentives, concessions, or when they present
you with their “offer” (proposal).

Objectives

Upon completion of this module, you will be able to—

1. Explain why the buyer believes he/she is in the driver’s
seat.

2. Respond to, handle, and manage the most commonly
and frequently raised negotiating tactics used by today’s
confused buyers.

3. Recognize, describe, and respond to additional possible
customer justifications for their negotiating posture.

4. Recognize and describe value-building opportunities.

5. Practice and rehearse the strategic steps and techniques
for substantiating value in the negotiating process
through Smart Selling Techniques^SM.

6. Create an action plan highlighting the three most
important concepts/strategies/techniques gained from
this material along with benefits for each.

Who Should Attend

Salespeople, sales managers, Realtors^®, marketing managers, assistants, and design center personnel.