The Prospect's Story
The first and most critical part of the sales process is called _______.
What is The Prospect's Story
Your community story should answer this question:
What is "Why Brightview?"
Maintain control of the conversation by _________ more _____________.
What is asking more questions
The ___________ tool can be used for review or to help sell your community against their home.
What is Let's Compare
Ensure that ___________ are communicated clearly and specifically before the visit/phone call concludes.
What are next steps
The Prospect's Story includes three main parts; ________, ___________, and _________.
What is Rapport, Relationship-building, and Research
Use what you learned in ________ to help shape and form your community story.
What is Step 1
Showing apartment homes is the perfect time to listen for _____________ from the prospect.
What are buying signals
Close something _______ times, ________ different ways.
What is three and three
__________ don't need to be expensive or extravagant, but they should always be personalized and meaningful.
What are WOW gifts
Creating a great first impression (90/90/90) and showing genuine interest in your prospect are two great ways to build _____________.
What is Rapport
When viewing the community with a prospect it’s critical to avoid showing everything and instead, select a ____ ____ that highlights the items of most interest to the prospect.
What is a tailored route
When acknowledging an objection, use ___________ to identify with the prospect's feelings.
What is Empathy
________________ is a verbal expression that indicates that you have heard the other person.
What is Acknowledgement
Use _________ and __________ wording when positioning a response to an objection.
What is concise and specific
During Step 1, it is critical that CSD's are actively ____________ and resisting the urge to _________.
During Step 2 of the sale, it’s now your turn to do this:
What is talk.
While looking around the community, prospects will make assumptions about _______________.
What is what it would feel like if they/their parents lived at your community.
"We saw two apartments…which did you prefer…apartment 204 or 306?” is an example of ____________.
What is an Optional Close
Consistent and frequent ____________ on the solutions agreed upon during the personal visit and/or phone call will net results!
What is follow-up
__________ is the ability to project confidence, credibility, and conviction.
What is Presence.
Your specific _________ _________ are what makes your story unique and special.
What are community differentiators
When conducting your personal visit and showing the community amenities, be sure to speak in terms of _____________ vs ____________.
What is benefits vs features
Asking questions and inviting suggestions/ideas from prospect are two ways to overcome _____________.
What are objections
Learning about your prospect’s likes, dislikes, hobbies, problems, and aspirations help you build ____.
What is a relationship (also accept a connection)