Opening Minds:Closing Deals

Training Provided by Zenergy PD Inc. Have you ever wondered?..... ...what makes some people great communicators? ...how highly effective sales professionals think? ...why some people have greater success in achieving their business objectives? At this workshop you will learn how to: - Manage your emotional state to achieve maximum personal effectiveness - Identify your clients decision-making strategies - Adapt your communication style to fit tightly with your clients buying / selling strategies - Coach your client to a successful buy / sell outcome - Create and use questions that advance the buying / selling process - Present suggestions in a manner which achieve maximum acceptance Facilitating the sales process is a complex endeavour. Setting well-defined objectives is the first step. Making sure we are in a resourceful state when we are with our clients is the next. Asking great questions then enables us to establish deep rapport and service our client with a high level of success and integrity. Helping our clients discover their own best strategies for moving through the sales process, is one of the hallmarks of a true professional. Becoming trained in these processes, make interactions between realtor and client truly win-win .

Opening Minds:Closing Deals Opening Minds : Closing Deals

Rational

Why is it important for you to learn this material?

Facilitating the sales process is a complex endeavour. Setting well-defined objectives is the first step. Making sure we are in a resourceful state when we are with our clients is the next. Asking great questions then enables us to establish deep rapport and service our client with a high level of success and integrity. Helping our clients discover their own best strategies for moving through the sales process, is one of the hallmarks of a true professional. Becoming trained in these processes, make the interactions between realtor and client truly win-win .

Course Outcome

When you complete this workshop you will be able to ..

Ask your client questions which enable you to help them through the sales process (whether buying or selling their home). By using a specific set of interventions you will be able to help clients to clarify their own best strategies for making a successful sale or purchase. Learn to coach the client through the sales process.

Course Objectives

Here is what participants will be able to do when they complete each objective.

1. Describe the important elements of a well-defined business objective

2. Manage their own emotional state while with the client

3. Ask great questions a use a specific sequence

4. Elicit the clients decision-making strategies



Course Overview

1. Setting well-defined objectives
2. Non-verbal communication & building relationships
3. Managing your own state
4. Beyond non-verbal communication
5. Backtracking in conversation
6. Use of questions in serving the clients needs
7. Guidance questions
8. Identifying Strategies
9. Bibliography

Summary Statement

Preparing for success is something successful people do a lot of. It is very common for professionals to underestimate the effect their communication strategies (or lack of) have. If we wish to change our business performance it pays to look directly at the quality of our communication.

Each client has their own unique perspective on the world. Discovering more about this perspective will enable the real estate professional to better serve the needs of the client. Practicing great integrity in all of your communications will benefit everyone in the long run.

Performance Evaluation

To show they have mastered the material, here is what participants will be asked to do.

1. Class participation 50%
2. Backtracking exercise 10%
3. Meta model questions exercise 10%
4. Written Quiz 30%

Prerequisite requirements: None

About The Training Provider: Zenergy PD Inc.