WINNING THE INSTRUCTION

Course outline

New instructions are the lifeblood of your business.  With increased competition and other challenges to winning instructions, agents need to stand out. But often that’s not possible when so many fail to move beyond an image of the stereotypical ‘sales person’,

The agent needs to quickly connect with the vendor and have a customer-focused, two way dialogue, so they learn much more about the vendor’s needs than any other agent.

Then an agent needs to expertly convey the value of their agency, but in a way that’s personalised for the vendor. This approach gives the vendor greater confidence in their decision to choose your agency.

On this course, delegates learn:

• About the buying decision and the psychology of buying
• What vendors are really looking for and how you can provide it
• Ways to prepare for an effective visit
• How to engage quickly with the vendor and how to stand out from other agents
• Tips on viewing the property and learning about the vendors needs
• Ways to present the benefits of the agency and personalise the presentation
• How to find out: what the vendor really thinks
• To use an approach to objection handling that reassures the vendor
• Ways to build and act on buying signals to close the business

This course is perfect for agencies wanting to make their people and the customer experience, a point of real difference. The course is also relevant for new or experienced agents who’d like to learn about a customer-focused sales approach to increase their conversion rates.

Contact us if you’d like to find out more about this course. If it’s not exactly what you’re looking for, talk to us so we can advise on a course to suit you.