Client
Park City Residential Complex
Direction
Sale of primary real estate
Tasks set before us:
1. Conduct a series of trainings to increase the effectiveness of negotiations with customers by phone and in the sales department.
2. Find out why one of the sales managers has less sales, despite the high quality of his work.
ACHIEVED RESULTS
The project implementation time to achieve the goal is 1 month
- Ready-made materials for the effective sale of the complex and the fight against objections.
- Identified the cause of low sales and provided several options for solving this problem.
- Increased the personal effectiveness of each manager by working with him the strengths and weaknesses of his communication with the client.
- Increased the overall efficiency of the sales department.
WHAT WAS DONE
Implementation took place in two stages,
within which the following works were carried out:
- conducted a series of trainings in which managers learned about effective tools;
- conducted individual classes with each of the managers;
- developed a document "Presentation of the complex", which collected the benefits and advantages of its infrastructure, technical characteristics, condition in which apartments are rented, etc .;
- developed information materials on 5 main stages of negotiations;
- developed a checklist to assess the quality of calls and assessed the quality of calls from managers;
- made preliminary calls from mystery shoppers to all sales managers;
- mystery shoppers visited each sales manager;
- calculated the conversion and comparative data of each manager on key indicators in the CRM-system and with the obtained data;
- developed recommendations on the work of managers during telephone conversations and meetings in sales departments with potential buyers to strengthen the quality of the Company's services.
OTHER CASES
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