YOU ARE ON YOUR WAY TO BECOMING A

TOP PERFORMER!

YOU ARE ON YOUR WAY TO BECOMING A

TOP PERFORMER!

Sales Techniques for Top PerformersSales Techniques for Top Performers

Day 2Day 2

Sales Techniques for Top PerformersSales Techniques for Top Performers

Day 2Day 2

• To become a Top Performer, you need to:• To become a Top Performer, you need to:

What causes all of this to happen?

Natural Energy!

1. Claim Your Pitch2. Build Your Circle3. Juice The Jam4. Pass The Hat

Sales Techniques for Top PerformersSales Techniques for Top Performers

Take a moment to reflect…

What new ideas will you put into action

when you return to your property?

What questions do you still have?

What tried and true techniques will you put

into action when you return to your

property?

What new policies and procedures have you

learned that need to be implemented at

your property?

Take a moment to reflect…

What new ideas will you put into action

when you return to your property?

What questions do you still have?

What tried and true techniques will you put

into action when you return to your

property?

What new policies and procedures have you

learned that need to be implemented at

your property?

When answering the phone… how do you create natural energy?

When answering the phone… how do you create natural energy?

Telephone Sales TechniquesTelephone Sales Techniques

1. Be completely engaged with the prospects!

2. Totally focused – Give the Prospect your undivided attention.

3. Collaborate with the Prospect – get them involved with the conversions.

Telephone Techniques!Telephone

Techniques!

What are some great phone techniques you

already know ?

Telephone TechniquesTelephone Techniques

Top PerformerMarketing and Sales

Consultants realize that

great phone presentations are the key to closing more

sales!

Top PerformerMarketing and Sales

Consultants realize that

great phone presentations are the key to closing more

sales!

At Berkshire we are different

than our competition!

WE BELIEVE IN THE USE OF TECHNOLOGY TO MAKE OUR SALES PRESENTATIONS

MORE EFFICIENT AND FUN!

WE ARE TREND-SETTERS AT BERKSHIRE!

WE BELIEVE IN THE USE OF TECHNOLOGY TO MAKE OUR SALES PRESENTATIONS

MORE EFFICIENT AND FUN!

WE ARE TREND-SETTERS AT BERKSHIRE!

Telephone Sales Techniques

Telephone Sales Techniques

We are about to teach you how to handle the phone sales presentation in a way that may be different than you have ever seen before.

Your computer, phone and headset will be all the tools you need to be a

We are about to teach you how to handle the phone sales presentation in a way that may be different than you have ever seen before.

Your computer, phone and headset will be all the tools you need to be a

Top Performer!

When handling a phone sales presentation, you will

simultaneously build rapport and get to know the prospect while

entering their information into a OneSite guest card.

When handling a phone sales presentation, you will

simultaneously build rapport and get to know the prospect while

entering their information into a OneSite guest card.

Telephone Sales TechniquesTelephone Sales Techniques

It requires a new way of thinking and a complete comfort level with the OneSite Guest Card, combined

with great phone sales skills!

YieldStar

• A customer friendly approach to revenue management

• It balances supply and demand with price• It focuses on occupancy and rents• It presents options so our prospects may

choose based on their needs• Airline and Hotels were the first to offer

this flexibility

• A customer friendly approach to revenue management

• It balances supply and demand with price• It focuses on occupancy and rents• It presents options so our prospects may

choose based on their needs• Airline and Hotels were the first to offer

this flexibility

What is YieldStar?What is YieldStar?

MOST MANAGEMENT COMPANIES ARE PRACTICING A VERSION OF REVENUE MANAGEMENT TODAY!

• What makes a rent change?– How long the apartment home has been vacant– How long we hold the apartment home before the

prospect moves in– The cost to turn an apartment will be factored in for

lease terms less than 12 months.– Lease expiration date – rates could be higher in

months with higher lease expirations. • All offer prices are revenue neutral – meaning

our property makes the same amount of money regardless of the rate chosen.

• What makes a rent change?– How long the apartment home has been vacant– How long we hold the apartment home before the

prospect moves in– The cost to turn an apartment will be factored in for

lease terms less than 12 months.– Lease expiration date – rates could be higher in

months with higher lease expirations. • All offer prices are revenue neutral – meaning

our property makes the same amount of money regardless of the rate chosen.

What is YieldStar?What is YieldStar?

YieldStar Benefits and ChallengesYieldStar Benefits and Challenges

Benefits Potential Challenges

We no longer have to say “NO”, we say “YES” at a price.

Prices may change daily.

We can offer move-in dates further into the future than ever before.

Shorter term leases will become more expensive.

Customers can choose their own lease terms; including short term leases.

Customers may not be familiar with our new pricing structure.

Customers who are flexible on move-in date and lease term can secure a better price.

Employees are empowered to make decisions without going to their supervisor.

Let’s take a

BREAK now!

Hands On

Practice

with OneSite

Hands On

Practice

with OneSite

It’s time for

Lunch!

Sales Top PerformerSales Top Performer

You are fast-becoming a SALES TOP PERFORMER!

Using the knowledge and ideas you learn in this class will launch you into success if you choose to put what you

learned into action!

You are fast-becoming a SALES TOP PERFORMER!

Using the knowledge and ideas you learn in this class will launch you into success if you choose to put what you

learned into action!

PERSONALITIES IN SALESPERSONALITIES IN SALES• In sales, you will work with a variety of people.

• As Top Performer MSC you will begin BUILDING YOUR CIRCLE at your

first contact with a prospect.

• One of the best ways to create instant

relationships is to ENGAGE & CONNECT

with others.

PERSONALITIES IN SALESPERSONALITIES IN SALES

IN ORDER TO MAKE A CONNECTION, TOP PERFORMING MARKETING AND SALES CONSULTANTS REALIZE THE VALUE OF UNDERSTANDING DIFFERENT PERSONALITIES AND HOW TO SELL TO ALL TYPES.

By recognizing four basic personality types you will be able to customize your presentation and adopt a style of selling that is comfortable for the prospective resident.

Personalities in SalesPersonalities in Sales

Get to the point

Results oriented

Be their friend

Slow to decide

Likes detail

Likes order

Not into details

Very social

PERSONALITIES IN SALESPERSONALITIES IN SALES

It is important for you to learn how to identify personalities quickly so you can tailor your

presentation to appeal to each style.

It is important for you to learn how to identify personalities quickly so you can tailor your

presentation to appeal to each style.

Body Language In Sales

Body Language In Sales

• Body language is a vital part of the greeting and sales presentation.

• We must consider our body language to ensure we are sending positive messages with our gestures.

• We should monitor the prospect’s body language to determine how a prospect is feeling about our presentation.

• Body language is a vital part of the greeting and sales presentation.

• We must consider our body language to ensure we are sending positive messages with our gestures.

• We should monitor the prospect’s body language to determine how a prospect is feeling about our presentation.

Body Language in Sales

Body Language in Sales

• We should use positive, open gestures to send messages that we are friendly and welcoming.

• Shaking hands is a professional gesture that sets the tone for the meeting.

• Try to sit next to the prospect and walk along with them whenever possible.

• We should use positive, open gestures to send messages that we are friendly and welcoming.

• Shaking hands is a professional gesture that sets the tone for the meeting.

• Try to sit next to the prospect and walk along with them whenever possible.

We should always SMILE!

GREETING

AND

IDENTIF

YING N

EEDS

GREETING

AND

IDENTIF

YING N

EEDS

Remember earlier we talked about “building a circle”. Here are some

things we can do to help build a circle when

greeting a prospect in person?

“Building a circle adds energy and increases

the likelihood of success”!

When you look for what interests others, or has energy for others, you instantly tap into their

energy

“When you make a connection it is

MEMORABLE! You change something in

someone”!

GREETING

AND

IDENTIF

YING N

EEDS

GREETING

AND

IDENTIF

YING N

EEDS

YIELDSTAR – IDENTIFYING NEEDSYIELDSTAR – IDENTIFYING NEEDS

SEARCH FOR THE TRUTHSEARCH FOR THE TRUTH

1. When is the latest you can move to your new home?2. When is the earliest you can move to your new

home?3. Can you be flexible with your move in date?4. Are you more flexible with lease term or move in

date?5. Are you in an existing lease that is expiring on a

certain date?6. We offer a full range of lease terms, do you have a

preference?

Don’t say “NO”, say “YES” at a price!

Let’s go on a Field Trip

Let’s go on a Field Trip