Essential Level Series

E-013 - Differential Selling Skills

Introduction

What makes your builder the best choice? Location?
Quality? Features and benefits? Warranty? Everything?
Use your unique selling propositions to make more sales.
Be prepared to sell the difference to prospective new home
buyers.

Objectives

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

1. Define and describe your specific selling situation.

2. Use unique selling propositions to distinguish yourself
from the competition and plant a “seed of doubt.”

3. Give at least 22 reasons to buy a brand new home
instead of a used house.

4. 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.