Essential Level Series

E-009 - Introduction to the Closing Persona^SM (Essential Closing Strategies)

Introduction

In this module, you will learn basic—but essential—closing
strategies for new home sales through the application of
principles for creating answers to objections, a systematic
approach to minimizing customer concerns, proven
situational techniques, and practical exercises.

Objectives

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

1. Define closing.

2. Recognize and explain the importance of defining
moments.

3. Explain the relevance of good Discovery questions to
Closing success.

4. Describe three reasons why many salespeople never
become master closers.

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.