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Did you have good sales in May? Do you want even better sales in June? Well, analyzing your prospects using the sales funnel is a good start.
Whether you’re a new home sales coach or a new home sales professional, you should consider your traffic each week/month; evaluate where your prospects are in the sales funnel; and make a plan for moving them through the funnel and toward a contract.
Let’s do the exercise together for May. Write down the number of traffic you had for the month (sales managers, use all communities; sales professionals, use only your own).
From that, subtract how many sales you had; how many people you couldn’t get through financing; and then those who purchased a resale or another builder’s home.
The number you are left with is the number of people who are stuck somewhere in your sales funnel.
So evaluate where they’re stuck and determine which decisions have been accomplished and which ones still need to be accomplished.
Finally, make a strategy today for how you’re going to get them through the funnel. Because the truth is–you’re now in a race against your competitors. And x factor sales professionals and coaches are in it to win it!
Here’s to earning what you’re worth!
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.
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