Essential Level Series

E-021 - An Introduction to Defending the Builder

Introduction

• What does negotiation mean to you?


• Is it a pitched battle with only one winner?


• Would you rather characterize negotiation as an
  effort to have everyone feel satisfied?


• Could negotiation mean letting the other guy feel
  good so long as you maintain the relationship?


• How about negotiation as a stressful activity where
  the buyer attempts to whittle you down?

Objectives

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

1. Understand why buyers want to negotiate to get what
they think is a good deal.

2. Communicate with buyers to help them establish the true
and full value of what you are selling.

3. If you are authorized to offer incentives, understand how
to present and use them properly.

4. Describe 10 principles of new home sales negotiation.

5. 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.