The Selling Luxury for Property Sales Teams is a 3-day intensive sales training course for sales teams who market and sell luxury properties with a value of over £500,000. The course is broken down into three areas as follows:
- Fundamentals of Luxury Selling
- The Art of Negotiation
- Social Skills, Presentation and Showing the property
Each course can accommodate up to 20 team members and runs from 10am until 5pm each day.
Please click on a tab on the left-hand side of the screen to view training content for each day.
Day One | Fundamentals of Luxury Selling
The core aim of day one is to provide your team with a set of tools that can be practicably used in their role as sales people selling to luxury and high net worth clients.
The skills provided in the first day are a collection of valuable methods of achieving sales. There are many tips and techniques that will give your team an insight so they can personally develop a successful approach along with enhancing their performance.
The 80:20 Rule – Why 20% of salespeople produce 80% of the business
The Perfect Salesperson – What makes a perfect salesperson in the luxury market and how do the participants individually compare? An exercise which helps the participants appreciate that they need to develop further
Goal Setting – Why and how to set personal performance goals. Followed by an exercise on setting these goals
Build Trust – Developing trust and rapport with a high net worth client and understanding why this is crucial to their success.
Ask the Right Questions – Developing questioning skills and realising that it is often questions that will develop sales rather than a just a good pitch.
Engage the HNW Client – Understanding the lifestyle of a HNW client, serving them better and ensuring they perceive the value of the relationship
Be Specific – Adapting their approach to suit the individual client with an activity related to identifying the specific benefits to the client
Make Your Client Smarter – Realising that clients are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this with regards the participants specific products/service
Maximise Your Efficiency – Learning from missed sales and developing further skills to overcome this
Catch Yourself Doing It Right – You can learn from good approaches too!
Know Your Products – An in-depth look at specific products and how to educate themselves in order to maximise sales through product knowledge
Develop a Competitive Advantage – A series of questions that will put the participants one step ahead of the competition
Handle Objections – Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set techniques to overcome objections
Ask for the Business – Ensuring the participants can spot buying signals and know how to respond to them in order to lead the prospect to close. Specific advice on closing questions
Follow Up After the Sale – Ensuring that the complete sales process is seamless and the participants understand their responsibilities with regard to creating an exceptional client experience.
Day Two | The Art of Negotiation
The second day explores your teams’ ability to negotiate effectively with high net worth clients and works at creating an understanding of just how important effective negotiation is as a skill for luxury industry sales people. It is also a skill that can easily be developed by understanding the process involved.
By adopting an approach where the parties work with each other, it is possible to reach outcomes that satisfy all. This positive approach to negotiation will help build business relationships that could last for years.
What is negotiation? – Examines the concept of negotiation and what we are trying to achieve.
Potential negotiations – Participants identify the potential negotiation opportunities constantly surrounding them.
Alternatives to Negotiation – Negotiation is not the only method of overcoming an impasse. We identify some of the alternatives and discuss when negotiation is the best approach.
Negotiating Structure – Participants often identify confidence as being the main barrier to effective negotiation. Once they are able to work with an effective structure they find that this barrier quickly disappears.
Planning – Helps participants to understand the importance of planning before entering into negotiations. We look at what is involved in effective planning. Participants are given a planning template which will provide a basis for preparing most of their negotiations.
Laying Foundations – This important stage of negotiation is often overlooked by inexperienced negotiators. Participants will learn to set up their discussion so that they do not move towards agreement prematurely.
Building – Helps participants to avoid surrendering their position without getting something in return.
Completing – Ensures that the negotiation is closed effectively so that both client and sales person leave committed to the agreed outcome.
Pine Furniture – An opportunity for participants to practice the processes covered during the course.
I now know – Participants review the session and exchange key learning points with each other. This consolidates the learning and helps them to identify points to add to their action plan and learning log.
Day Three | Personality Development
The final day is about putting the entire package together. It is impossible to sell luxury unless your team look and act the part. A finely polished team who understand the lifestyle of high net worth clients and are in a position to gain the clients trust will become a well-oiled, highly performing sales force.
Grooming, Presentation & Image – Understand how image and grooming impact engagement and trust factors of high net worth clients. What to wear, how to wear it and how to project the aura of luxury to your clients.
Body Language & Non-Verbal Communication – Understanding the impact that body language has on gaining or losing a potential client. Understanding client gestures, what they mean, and whether your team are displaying the correct signal to the client.
The Language of Luxury – Luxury has a language all of its own, your clients speak it and understand it, it is imperative that your team speak the same language.
Conducting and Controlling a Client Viewing – One of the most important elements of the sales process is the client viewing, this is where your team will either succeed in gaining a new client or lose to another developer. The final part of the programme works with your team in the show home of your development to implement and structure a winning client viewing.