Name:
CLASS: Certified New Home Sales Professional (CSP) Prep Course Nov 2019
Date:
November 18, 2019 - November 20, 2019
Registration:
Limited Tickets Remain! Contact quinton@charlestonhomebuilders.org
Event Description:
Master the craft of successful selling. This professional-level course is designed for specialists in new home sales. You will gain a broad understanding of the home building business, discuss consumer psychology and learn the advanced techniques used by real estate veterans for greeting, closing and overcoming objections. Includes CSP I: The Art and Science of Selling, CSP II: Understanding New Home Construction, and CSP III: Selling Skills for New Home Sales Professionals.
As a graduate of this course, you will be able to define and describe the:
As a graduate of this course, you will be able to define and describe the:
- Qualifications and characteristics of a new home salesperson
- Differences between selling new homes and resale homes
- Role of the Critical Path to Successful Selling in the new home sales environment
- Basic steps of builders decision making and development process
- Basic construction features that benefit the home buyer
- Builders marketing approach and the impact the new home sales person has in the marketing process
- Impact of consumer behavior on the new home selling process
- Basic elements of effective communications in the selling environment
- Importance of prospecting in searching for and qualifying potential buyers
- Legal aspects of the real estate business and fair housing guidelines
- Greeting and qualifying a prospective buyer
- Using the area and community as selling point
- Successfully demonstrating the product
- Handling objections
- Reducing the process to writing
- Successful closing
- Basic new home financing
- Using follow-up systems to increase sales
- Final walk-through and call-back procedures
