Course Overview
Upon completion of this course, students will be able to:
-
Understand the difference between traditional sales techniques and
Question Based Selling. Learn how to avoid objections instead of dealing
with objections.
- Learn the types of questions that can be
used in a Real Estate Sale and how to apply Situation, Problem,
Implication and Result questions in your actual real estate
transactions.
- Develop your own questions during the workshop
through group discussions, based on your own experiences, which can be
readily applied to your particular transactions.
- Identify
the consumer decision phases by recognizing the customer readiness to
make a decision, distinguishing implicit and explicit needs.
-
Understand how value perception differs from price, and how value
perception can affect decisions. Develop focus on the value, importance,
or utility of a solution.
- Understand how to organize the
sales funnel and prioritize activities to avoid periods with no sales
and ensure a constant stream of closed deals.
Objectives
After
completion of this course, real estate agents will be able to identify
situations where agents can help home buyers or home sellers achieve
their objectives, implement Question Based Selling to offer what is
relevant for the deal, with fewer objections and higher customer
satisfaction, develop their own questions and their own framework to
apply to real estate transactions and, better structure your sales
tactics to achieve constant results.
Please note: This course is
provided by a third-party vendor. To access your class, simply click the
"Big Pink Box" in your "Welcome to your class" text, and you will
receive the Zoom link promptly.
Meeting ID: 894 3421 9140
Please note: this course is provided by a third-party vendor. To access your class, simply click the "Big Pink Box" in your "Welcome to your class" text, and you will receive the Zoom link promptly.
To CANCEL your class registration, please email class name, date, and location to education@rworld.com or call 561-353-9190.
Class cancellations for “Specialty” courses (Designations/Certifications/license renewal) received within 3 business days of the class start day will be subject to a $20 cancellation fee, which would result in a partial refund of the paid registration fee. If the aforementioned registration was not paid, an invoice for the $20 cancellation fee will be applied.
Members who “No Show” a class without notice of cancellation prior to class will not be eligible for a refund of the registration fee.
By registering for this class/event you hereby consent to the photographing of yourself and the recording of your voice and the use of these photographs and/or recordings singularly or in conjunction with other photographs and/or recordings for advertising, publicity, commercial or other business purposes. You understand that the term “photograph” as used herein encompasses both still photographs and motion picture footage.
