Buyers now complete much of their decision on closing property sales before speaking to anyone. Most disappointing results in the practice within marketing and commercial practice trace back to an audience defined too broadly. Benchmarking exercises repeatedly place this strand of marketing and commercial practice among the areas with the widest performance spread. Exercises escalate in difficulty, ending with the ambiguous situations that make closing property sales hard in practice. It is appropriate for those preparing to take on wider responsibility for the wider marketing and commercial practice agenda. Plans for the practice within marketing and commercial practice often fail at the handover point between functions. The course covers closing property sales at the level of detail needed to act, and stops there. Participants develop a defensible line of reasoning for the choices they make about the wider marketing and commercial practice agenda. The course ends by identifying what the participant will stop doing to make the marketing and commercial practice discipline sustainable.
Expected Learning Outcomes
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Define the audience for closing property sales precisely enough to exclude people.
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Handle the trade-offs in closing property sales between speed, cost and assurance explicitly rather than implicitly.
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Handle objections in closing property sales without conceding position immediately.
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Design the customer journey for closing property sales across the touchpoints that actually influence the decision.
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Recognise early indicators that closing property sales is drifting away from its intended design.
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Agree the first three actions on closing property sales that will be taken on returning to work.
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Plan expansion of closing property sales into new segments or markets deliberately.
Who Should Attend
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Sales managers leading teams that deliver closing property sales.
