Nov 15 Sales/Marketing (Part of the Building a Better House series of classes)

Presented by: Title Partner StrucSure Home Warranty. Getting customers to select your homes is priority one; how to get them to depend on your sales and marketing strategies. Use a market analysis to help you develop a better product for your business. Develop better marketing techniques to bring clients to your models. Create the right sales team. Techniques and tips for a successful sale. Enjoy a box lunch and networking after the class until 1:00.

register online now

Event:
Sales/Marketing (Part of the Building a Better House series of classes)
Start:
November 15, 2012 10:00 am
End:
November 15, 2012 12:00 pm
Cost:
40.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map
5816 W Plano Pkwy, Plano, 75093, United States

Nov 13 Follow-Up: Bring People Back to Make the Sale

Presented by: Title Partner StrucSure Home Warranty. 99% of business is done with prospects who return – people who did not purchase on their first visit. So, a salesperson must make customers return. That’s where effective follow-up makes the big difference between a sale and no sale. During this 2-hour workshop, salespeople will learn a four-step follow up process that will convince prospects to return. Because very few sales are closed during the initial visit, effective follow up may mean the difference between your company’s success and failure.  Included lunch provided by BMC.

register online now

Event:
Follow-Up: Bring People Back to Make the Sale
Start:
November 13, 2012 12:00 pm
End:
November 13, 2012 2:00 pm
Cost:
30.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map
5816 W Plano Pkwy, Plano, 75093, United States

Nov 7 Make Your Life Easier with Technology

Presented by: Title Partner StrucSure Home Warranty. Get a sneak peek of the DBA’s new 2013 Education Series on Technology. This introduction will present a typical day in a builder’s life interacting with subcontractors, suppliers and internal office personnel and will cover hardware tools such as the iPhone, iPad, desktop computers and various inexpensive cloud-based applications. The follow-up courses will go into detail on how all the different components work together, setup and implementation strategies. Speakers will be Marc Kleinmann, EGC Custom Homes, and Barry Hensley, Hensley Premier Homes.

REGISTER FOR THIS EVENT

Event:
Make Your Life Easier with Technology
Start:
November 7, 2012 10:00 am
End:
November 7, 2012 12:00 pm
Cost:
10.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
October 2, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map
5816 W Plano Pkwy, Plano, 75093, United States

Oct 31 10-Hour OSHA Class

OSHA 10-HOUR Safety and Health course for the Residential Construction Industry.  This class fulfills the Section 5 requirement of the BAR exam for CGB.  This class will start both days at 9:00 am and will finish up at 12:00 pm on Nov. 1.  Lunch will be served on Oct. 31.

register online now

Event:
10-Hour OSHA Class
Start:
October 31, 2012 9:00 am
End:
November 1, 2012 5:00 pm
Cost:
50.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map
5816 W Plano Pkwy, Plano, 75093, United States

Oct 18 Contracts Insurance Closing

Run your business with less risk by using the right contracts, insurance and smooth closings. Learn to have the right information in your contracts. Learn to select the right coverage for all your insurance needs. Make sure your team is on the same page with the mortgage and title company at time of closing. Enjoy a box lunch and networking after the class until 1:00.

register online now

Event:
Contracts Insurance Closing
Start:
October 18, 2012 10:00 am
End:
October 18, 2012 12:00 pm
Cost:
40.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map
5816 W Plano Pkwy, Plano, 75093, United States

Oct 16 Green Building for Building Professionals

Implementing cost-effective green building into your construction practices begins with up-front planning that examines the whole house and the building science behind it.  In this two-day course, you will learn how to apply the ANSI-approved National Green Building Standard in the construction of a new home, remodel, site development or multifamily project. (12-hours)  *Online registration ends on Oct. 11.*  After that date call Stephanie Bosslet at 214-615-3881 for availability.

register online now

Event:
Green Building for Building Professionals, CGA, CGB, CGP, GMR, Master CGP
Start:
October 16, 2012 9:00 am
End:
October 17, 2012 5:00 pm
Cost:
385.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map

Oct 10 Selling the Internal Customer

Most people think the two different types of customers are Good ones or Bad ones and they treat them accordingly. Well there are two different types of customers and it has nothing to do with how good or bad they are. It all has to do with the words External and Internal. In this Effective Communication class the instructor will delve deep into what that means and describe the two different customers and the two different models to handle each.

register online now

Event:
Selling the Internal Customer
Start:
October 10, 2012 10:00 am
End:
October 10, 2012 12:00 pm
Cost:
30.00
Category:
Organizer:
Stephanie Bosslet
Phone:
214-615-3881
Updated:
January 5, 2012
Venue:
Dallas Builders Association
Phone:
972-931-4840
Address:
Google Map

Prospects Behave Consistent with their Commitments

By Bob Hafer MIRM, CSP

Director of Builder Sales & Service

Ebby Halliday, REALTORS

 

How would you like to sell more … make more income … and do it by simply adding one of the most powerful Laws of Persuasion to your sales presentation? If your answer is “Yes” then this article was written with you in mind. The Law I am referring to is the Law of Consistency. When you understand the Law of Consistency and understand how to use it, I promise, selling will become more rewarding and less demanding. Take a few minutes to read this article and let me know what you think. Leave a comment or contact me directly. My contact information is included below. I hope to read your comments or hear from you soon.

Law of Consistency

The Law of Consistency states that when prospects take a position they will strongly defend their position even if there is evidence to the contrary. A study done by a pair of Canadian psychologists demonstrates how the Law of Consistency works. What the psychologists discovered is that people at a racetrack, after placing a bet, are more confident of their chance of winning than they were immediately before placing the bet. Keep in mind that nothing about the horse’s chances of winning changed. It’s the same horse, on the same track, in the same field of horses; but in the mind of the bettor, the horse’s chances of winning improve once a ticket was purchased. Although this may be a bit puzzling at first, the reason has to do with the Law of Consistency.

Like the other Laws of Persuasion this one lays deep within a person. It is a person’s desire to be (and appear to be) consistent with what has been done. Once people take a position, they will behave consistent with their commitments.

For example, take the bettors in the racetrack experiment. Thirty seconds before placing the bet, they were tentative and uncertain, thirty seconds after placing the bet they became optimistic. The act of making the decision is the critical factor. Once a decision was made, the need for consistency caused these people to bring what they were feeling into line with what they had done. They simply convinced themselves that they had made the right choice and, as a result, felt more confident about the decision.

Pattern of Yes

You can use the law of consistency to get your prospects to make minor decisions that lead to the close. The best and easiest way to lead people to any decision is to use the ‘Pattern of Yes’.

People are creatures of habit, people like what is familiar. The human brain seeks pattern and after having established a pattern, the brain likes to continue with the pattern in order to be consistent. Therefore, when a prospect has said “Yes” three times, they are likely to say “Yes” a fourth time.

When you get a prospect to agree, you are establishing a pattern of consistency. People don’t say “Yes” to things they don’t want. It would be inconsistent to say “Yes” to the features you offer in your product and then say “No” when you ask for the order. So, a key to sales success is finding many ways to get prospects to say “Yes”. And once prospects say “Yes” it is likely they will to stick with the decision in order to be consistent.

Use Tie-Down Questions to Lead People to Minor Decisions

The more a prospect says “Yes”, the harder it will be to say “No”, so get prospects to agree that the features of your product satisfy what is important to them. Ask affirmative questions or tie-downs throughout your sales presentation and especially during the demonstration of your product.

A tie-down question is any question that asks for an agreement. Use tie-down phrases such as these: don’t you agree; wouldn’t it; isn’t it; right; doesn’t it; aren’t they; don’t you; aren’t they; can’t you; isn’t that right; don’t you think; aren’t you; okay?

This is an easy way to lead prospects into minor decisions, isn’t it? You can gently influence prospects to nod their head in agreement, can’t you? The result is a series of “Yes” responses that will lead to a sale, don’t you agree?

Summarizing Decisions

The key to the effectiveness of the Law of Consistency lies in your ability to get your prospects to make a decision. Start today to use the ‘Pattern of Yes’ consistently. Then ask for the order by summarizing the decisions your prospect made. How can prospects say “No” when they have consistently said “Yes”, after all, that would be inconsistent, wouldn’t it?

 

Good luck and good selling!

 

 

Bob Hafer has been a leader in the home building industry for 40 years.  His extensive experience gives him unparalleled insight into the mysteries and marvels of sales. His background includes success in consulting, management, administration, sales, marketing, merchandising, research and sales training.  Contact Bob at e-mail him at bobhafer@ebby.com or call him at (972) 795-5926.

 

Listen before you leap…

I am the first to agree that if one asks 100 people  for a definition of “Green Building”, one will get 100 definitions. As a Master Certified Green Professional, I am occasionally tempted to presume that I understand what my customer wants when they mention “Green Building”. Fortunately for me, the words of my mother usually come back to steer me in the right direction: “God gave you two ears and one mouth for a purpose; spend twice as much time listening as you do talking”. Now, that’s good advice.

Our approach to Green Building has always contained a practical element. We even developed a program called the “Energy Smart” program to help our customers become more educated about Energy Efficiency and to make “smart” decisions about where to spend their money. But that isn’t always the approach that works best. Before I can recommend a “green” solution for my customer, I have to understand his or her interpretation of green and what elements of green are important.

To this end, we follow a protocol developed by the National Association of Home Builders to gain a clear understanding of what our customers need. It starts with a few simple questions, and a lot of listening.

Our goal is to determine what is important to our customer… in rank order. Priorities can fall into one of several categories:

  • Operational Savings
  • Energy Conservation
  • Environmental Responsiblity
  • Sustainability
  • Health and Wellness
  • Water Conservation

When interviewing a customer, I prompt them to tell me what elements of Green Building are important to them. If I hear things like “We’re concerned about indoor air quality and VOCs”, I know that Health and Wellness are at the top of their mind. If I hear “We’d like to use native drought tolerant plants in our landscape”, I know that water conservation is important.

Through a series of questions and the patience to wait for thoughtful answers, I am able to prioritize my customer’s concerns into the areas that are most important to them. I use this information to recommend solutions that meet my customer’s needs.

Listen for the Sale

“There are people who, instead of listening to what is being said are listening to what they are about to say”

–Albert Guenon

Sales people often say to me “man I blew that sale I didn’t see that coming” which translates to “man I didn’t Listen to what my customer was saying at all”. Most people and especially sales people and remember we are all sales people, most people don’t listen to their customer they are just waiting to make that sale. They need to not worry about what to say but really about what to listen for.

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