CORE CLASSES FOR SALESPEOPLE AND MANAGERS

MASTERING SALES EXCELLENCE – SALES TEAM
This overarching workshop helps salespeople create a dynamic, customer-focused presentation that builds trust, confidence and connectivity with every prospective buyer, using the discipline we call OCTAGON CRITICAL THINKING.  

This strategic way of serving buyers helps to uncovers buyer hot buttons by using well-crafted interview/conversational techniques. Only after enough information is gathered has the salesperson earned the right to go further. This course also offers closing questions and techniques (sales people often fear repeatedly ASKING for the close) as well as follow-up and follow-through, personalizing every connection – even after the initial visit.

These are all skills a sales professional uses to stay at the top of his or her game. If there is any ONE class you invest in for your sales team, this is the one. 

OPERATION + SALES = PERFORMANCE LEADERSHIP
How often are managers trained in leadership skills, giving them tools to handle all kinds of issues that may occur with their sales teams and how to run sales meetings? Not often enough, we believe. 

This course covers everything from recruiting to ‘leadership-by-example’, from understanding sales behaviors and chemistry to the value of mystery shopping your own team to help improve their sales ratios, and ends with how to create memorable and fun sales rallies.

You’ll receive 47 different sales meeting topics and templates for effective sales meetings, and walk out of this workshop armed with everything you’ll need to improve your leadership skills. 

ADDITIONAL WORKSHOPS TO TAKE SALES TO THE NEXT LEVEL

BUILDING VALUE
In the highly competitive selling environment it is critical to position yourself, your builder, your community and your product favorably. Contrary to what most sales people think, pricing is not the first consideration for prospects making a buying decision. Value is the measure of how badly a customer wants the homes you sell. It’s your job to tip the scale and build value.

LEAPFROG YOUR COMPETITION
Take all 5 giant steps: strategy, knowledge, sharing strengths and transforming change. The Leap-Frog course presents the value of knowing your competition and how to positively position yourself, your homes, your community and your builder by being a leader in the industry and leaping far ahead of your competition.

READY… AIM … FIRE!
“He who hesitates is lost.” This course teaches salespeople to move from being good conversationalists to being great closers — to identify buying signs and to always, always ask for the sale. Once you become the detective by determining the buyers needs and emotional touch points, you have nothing to lose by asking closing questions.

WORLD CUP SELLING
There is power in the win-win scenario. This workshop addresses the goals of negotiation and how to move the ball from conflict to cooperation.

SELLING PROCESS EXPECTATIONS
In order to do your best you must first know what is expected of you — whether it’s on behalf of the buyer, the builder, or even the demographics of those who would purchase your homes. Once you determine the expectations, you can learn the best techniques to accomplish your sales goals, And how about the expectations you place on yourself? They count too!

MYSTERY SHOPPING: A TOOL TO BETTER LEADERSHIP
Mystery shopping is a great tool for identifying areas of improvement for your sales team. The procedural information in this workshop and manual discusses how to ensure that the best possible shopper profile is selected and reviews protocols to be implemented for the best learning potential of the individual sales person.

HD (HIGH DEFINITION) SELLING SKILLS
In a challenging market where there is little that separates one builder and community from another, this program is designed to teach salespeople how to create a memorable presentation with clear objectives using negotiating skills. From the pre-planning of the presentation to the use of effective and efficient follow-up, along with grass roots strategies, HD Selling encourages salespeople to distinguish themselves, their builder, and their community.

CAN I HAVE 5 MINUTES?

With high volume traffic, it’s important that we quickly determine who to spend our time with. By using a purposeful questioning technique, you can triage your traffic to discover your top prospects!

HANDLING OBJECTIONS AND CLOSING
Always one of our most popular workshops, this one will help you understand the psychology of why people throw obstacles in their own way when considering a purchase and provide you with a proven method to help you handle these obstacles and objections. It will also provide a clear understanding of how closing statistics can be increased by ASKING for the sale.

THE ART OF LISTENING
To truly determine your prospects’ needs you must actively listen not only to the words they use but also to the intent of those words. Unspoken words often reveal the most. This workshop will help you understand the 5 levels of listening and how to improve your listening skills. Those who practice interactive listening have the best sales conversion ratios.

CREATIVITY AND THE BRAIN
Learn how to unlock the power of creativity and marry the logical/analytical and creative sides of your brain for high performance sales. Become your own therapist and challenge the way you perceive your buyers, your product, and your builder.

360-DEGREE LEARNING: A FULL CIRCLE
This is an evolutionary (not revolutionary) educational process. With a focus on knowledge gained in the sales journey, students must realize that to be fully engaged they must do a 360 degree evolution. At first it’s about the fun and challenge of learning to sell. But at one point it evolves into the money that can be made. After that, it’s an enjoyable ride, learning different sales strategies and techniques that will consistently take them to the next level of performance and allow them to see the fruits of their labors. 

STIMULUS PACKAGE
Real estate is cyclical by nature. As the market shifts, it is important to be able to go back to the basics. This workshop will stimulate the brain and help you to execute your presentation for a more effective result. Learning and preparing how to sell in the down market is always the most valuable lesson you can learn, making you ready for anything!

DEALING WITH DIFFICULT CUSTOMERS
This workshop teaches you how to identify, manage, and resolve difficult customer situations before and after the sale, communicating in a professional manner while preventing broken trusts. You’ll learn to align expectations and establish renewed relationships based on delivered promises and effective follow-up. Providing excellent customer service means strong relationships and creates a base of satisfied customers who happily refer friends and family.

GOAL SETTING: SOMETHING YOU NEVER OUTGROW
“The trouble with not having a goal is that you can spend your life running up and down the field and never score.” Bill Copeland.

To know where you are going you need to review where you have been. In this workshop we discuss the importance of determining your closing ratio. Once that number is identified, we can examine the ways to improve techniques to improve that ratio. 

POSSIBILITY THINKING
Learn how to overcome an “I can’t” attitude to unleash the power of “Possibility Thinking” and boost your sales, This workshop spotlights everyday people doing extraordinary things, These are people who achieve because they believe success if possible. We will reach deep into the drive of the participant and ask them to simply think of the possibility of success while offering them tools to achieve it. This workshop parallels Octagon Critical Thinking.

SOCRATIC QUESTIONING
The Greeks crafted the tools of persuasion thousands of years ago. The Socratic method of questioning is systematic, disciplined and gets to the truth of things, revealing issues and problems but also permits the questioner to control the discussion. This is a class that can benefit those in sales for a lifetime, making them think of sales in a totally unique way.

TESTIMONIALS