I.  Introduction and Welcome                                                          8:45 a.m.         

-         Purpose

-         Goals

-         End of Day Commitment

-         Techniques and Methods

-         Pre-Test                

 

             II.   Greeting Prospect Exercise                                                      9:15 a.m.

-         Introduce Yourself to a “Prospect”

-         What I would like to get from today’s session?

             

III.  What is Sales?                                                                            9:45 a.m.         

                        -    "Learned Skill" Versus "Natural"

 

              IV.  Sales 101 "Basics"                                                                  10:00 a.m.

-         Fostering Resident Relations For Referrals

-         Telephone Sales Skills

-         Qualifying/Developing Rapport

-         Demonstrating

-         Handling Objections

-         Monthly Housing Costs

-         Professionally Prepared Materials

-         Follow-Up and Closing

 

              V.  What Makes a Champion - "Secrets" To Success                  10:45 a.m.

 

                     BREAK                                                                                     11:00 a.m.

 

              VI.  Review Homework                                                                   11:15 a.m.

                        -    Question  “Why did we ask you to do this assignment?”      

           

             VII.  Telephone Sales Skills                                                             11:30 a.m.

           

LUNCH                                                                                  12:15 p.m.

 

            VIII.  Curb Appeal                                                                             1:15 p.m.

                       

              IX.  Arrival and Greeting                                                                1:30 p.m

 

                X.  Qualifying                                                                                 1:45 p.m.

 

   XI.  Showing the Community and Homes                                      2:15 p.m.

 

               XII.  Closing                                                                                    2:45 p.m.

 

                        BREAK                                                                                  3:00 p.m.

 

              XIII.  Collateral Materials                                                              3:15 p.m.

 

              XIV.  Test                                                                                         3:30 p.m.

 

               XV.  Questions and Answers                                                          3:45 p.m.

              

               XV.  Where Do We Go From Here?                                             4:00 p.m.

                        -  End of Day Commitment