Group & one-on-one sales training
Experience tells us it takes, on average, 25 touch-points with a prospective resident to achieve a sale. Along the way there will be questions, hesitation and emotions about moving from their family home into a retirement village.
Does your in-house team have the skills to positively manage these touch-points throughout the sales process?
Understanding the nuances of retirement property sales takes time and specialist industry expertise. With our extensive experience and impressive sales record, we can equip your staff with the skills they need to succeed.
The foundation of our sales training is our proven and proprietary sales methodology. It provides your in-house team with a structured pathway which can be tailored to take prospective residents on an educational journey based on their needs and wants.
In recognition of the results achieved by our sales process, one of the Village Sales Agency team, Alison Abel, was awarded the 2020 Winner of the National Property Council Award for Salesperson of the year.
Our sales methodology framework
We provide training in group sessions or as one-on-one sales coaching. Whichever option you choose, our sales training methodology delivers:
- A 10-step sales journey framework from Lead Generation to Settlement
- In-depth understanding of the fears, concerns, information needs and psyche of your target market
- Comprehensive understanding of the benefits and features of retirement village living and how it can address the concerns of potential residents (and their families)
- A structured sales appointment process which includes:
- Setting the agenda
- Discovery – uncover the wants and needs unique to the prospective resident
- The Solution – operator, village, financial and apartment presentation
- Common barriers – how to uncover and overcome unique barriers to entry for potential residents
- The next steps in the process
- Proven scripts and dialogues for lead generation, sales appointments, financial contract explanations and follow-up processes
- Competitor analysis – to identify and promote your organisation’s point of difference
Looking to enhance your current in-house sales capabilities?
With over $550m worth of village sales achieved so far, we know our sales methodology works. To develop the same capabilities for your in-house team, ask Village Sales Agency about our group and one-on-one sales training program. Get in touch here.
Other Services
