Registration fee for this course – $199
This unique CD-based sales training program combines successful sales techniques and “real world” strategies to help salespeople meet the demand of today’s manufactured home shoppers and make more sales. A nationally recognized expert in the area of sales training, Joe Adams, of The Housing Marketplace, narrates the CD training and explains the selling concepts presented. In the privacy of your home or office, the self-paced lessons provide a comfortable, pressure-free learning experience. Quiz questions at the end of each module insure greater comprehension of the material presented.
Students purchasing the course receive their training CD and instruction manual by mail to the address they provide when they register online. Students also create their own login name and password when registering for the course. This login name and password is used when taking the course exam via the internet after completing the CD-based training program.
Course topics include:
Introduction – Describes how the selling process is changing and what salespeople can do to increase sales.
Greeting Prospects – Helps salespeople discover ways to make a favorable first impression.
Getting Customers Financed – Increases understanding of the lending process and provides tips on how to improve loan application quality.
Qualifying Techniques – Provides questions to uncover a prospect’s true motivation for buying a home and how salespeople can weave discoveries into their sales presentation.
Showing Models – Emphasizes the importance of building value, versus simply describing standard features in a home.
Overcoming Objections – Helps build a salesperson’s confidence in handling the common objections often heard in the manufactured housing industry.
Benefits of Owning Land – Shows the personal and financial benefits of owning land.
Benefits of Leasing Land – Provides benefits of living in a community where residents own their home and lease the land.
Closing the Sale – Helps salespeople learn how to earn the right to close, how to add more trial closes throughout the sales process, and how to overcome the fear of closing.
Course Exam – Taken when the CD training is completed via the Internet and provides credit for one of four courses that make up the Professional Housing Consultant (PHC) designation offered by MHEI for retail salespeople.