Korneli Chaladze 13, Tbilisi
+995 593 229 902
Real Estate Sales
Real estate sales have become increasingly challenging lately, making it crucial for businesses in this industry to implement an effective sales strategy.
This course is designed for:
- Sales managers actively involved in real estate sales
- Individuals interested in starting a career in real estate sales
- Company leaders seeking new strategies to boost real estate sales
The program covers:
- The full real estate sales cycle: from preparing the property for sale, managing the sales process efficiently, to maintaining customer relationships post-sale.
Participants will also get hands-on experience, engaging in real negotiations with potential clients and applying the concepts learned to real-world scenarios.
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I Meeting - Davit Chikvaidze
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Preparation for the First Contact
- Preparation of the First Text
- Why Should I Meet You?
- What Do Your Personal Records Say?
- What is the Purpose of the Meeting?
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First contact with the client
- First call - 5 seconds principle
- What do we sell at first contact?
- How to position yourself in the first interaction
- In whose territory shall we meet?
- How to teach employees the first call principle
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II Meeting - Davit Chikvaidze
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Preparation for the First Contact
- Preparation of the First Text
- Why Should I Meet You?
- What Do Your Personal Records Say?
- What is the Purpose of the Meeting?
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Product/Presentation: How the Brain Makes Decisions
- How to Talk About Our Product
- Traits, Benefits, or Emotions?
- Stories About "Happy" Clients
- What Benefits Can You Bring to the Client?
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Overcoming Contradictions: The Black Swan Principle
- Existing Customer Experience
- Asking a Question = Resistance?
- Identify the Consequences
- How to Turn Resistance to Your Advantage?
- How to Teach and Test an Employee's Knowledge of Overcoming Objections
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III Meeting - Davit Chikvaidze
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Client Types - Approaches and Actions
- Uninspired/Phlegmatic
- Established Buyer
- Analytical Buyer
- Relationship-Oriented Buyer
- Results-Oriented Buyer (Director)
- Extroverted Buyer
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Steps to Take Before Starting the Sales Process
- Creating an Easily Marketable Product
- The Role of Marketing and Sales in Product Development
- Essential Elements for Selling Real Estate Efficiently
- Strategies to Save Time and Sell Remotely
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IV Meeting - Salome Lazishvili
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Developing a Project Sales Plan
- Creating a Sales Plan Tailored to Different Periods and Priorities Throughout the Year
- Identifying
- Key Partnerships to Enhance Sales
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V Meeting - Salome Lazishvili
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From sale to delivery of the apartment
- When are you no longer "mother" to the lodger?
- When to end communication with an existing tenant
- What do we promise and what do we deliver to the tenant?
- Existing customer base
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