Building Results is more than two words it is a way of thinking. And it is new home sales consultants thinking that our Workshops and Seminars are intended to influence. Since new home sales training began new home specialists have been taught to do things to customers when in reality what customers want are things done for them.

Salespeople have been taught it is okay to probe into a customer’s personal life all in the name of qualifying. Then when the salesperson feels resistance it is interpreted as a lack of interest when in truth the customer is simply communicating the need to look, access feelings and understanding before answering questions. It is our experience that most new home consultants do not understand a customer’s home buying process.

Bob Hafer’s’ Workshops and Seminars teach new home sales consultants how to recognize a customer’s home buying process and then provide strategies to sell the way people prefer to buy. Salespeople are taught how to identify their selling preference as an administrator, participator or as a facilitator. They are taught how to use communication principles to interact with any new home customer. How to adjust a sales presentation to match a customer’s home buying process; how to utilize effective and efficient new home selling skills to achieve sales presentation objectives; and how to change listening habits that negatively effect a salesperson’s ability to hear what is really important to the customer.

The goal of Building Result Workshops and Seminars is to provide salespeople with a comprehensive selling success roadmap while making it clear that the journey sometimes may be difficult. When salespeople are willing to think differently, act on their new thoughts consistently, and are willing to do what other new home salespeople are not willing to do the outcome is virtually guaranteed – new home selling success.

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Thank you for considering Bob Hafer for your training needs.

Good luck and good selling!