Closing Strategies for the New Economy

1:00 PM - 2:00 PM
Las Vegas Convention Center, South 223

Format: Spotlight Session
Level of Content: Intermediate
Track: Sales, Marketing & Customer Focus
Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)
Appropriate for: Multifamily Builders & Developers, Sales & Marketing Professionals, Single Family - All

Speaker(s): 
Liesel Cooper, Century Communities, Greenwood Village, CO
Jason Forrest, Forrest Performance Group, Fort Worth, TX

What It’s About:
While the new economy has created uncertainty for some potential buyers, many are still looking for and plan to purchase new homes. Truth is, as long as life situations continue to change, people will continue to buy. The question then becomes who will they buy from? In this session, you will learn how in this new economy, it is more than just the product that consumers are seeking from you. Often, it is the the person who gives them confidence, motivation and certainty who wins the sale. If done right, by the time you get to the close, you will have already addressed your customers' problems and offered solutions.

What You'll Learn:
Define the top three closing strategies for increased sales and the process to use when the customer says "no."
Learn to simplify the closing process with the summary vision close technique.
Learn how to identify a customer's needs and present the solutions in order to achieve resolution.
Learn how to identify, prepare and respond to various selling scenarios that will move a sale forward.