Good evening! Let's design a comprehensive sales training workshop tailored for your construction company's sales team. Here’s a structured approach to the workshop:
Workshop Objectives:
- Enhance sales skills specifically for high-value real estate sales.
- Improve understanding and application of a structured sales process.
- Boost confidence and effectiveness in dealing with high net worth individuals and business clients.
- Increase individual sales performance.
Desired Outcomes:
- Each salesperson demonstrates an increase in sales conversion rates.
- Improved negotiation and closing skills, particularly with premium clients.
- Better understanding and application of customer psychology in sales scenarios.
- Enhanced team collaboration in sales strategies and client interactions.
Workshop Structure:
Day 1: Understanding the High-Value Client
- Topics:
- Profile of high net worth individuals and business clients.
- Psychological aspects of selling luxury real estate.
- Activities:
- Divergence: Role-play sessions where participants draft client profiles based on real or fictional scenarios.
- Convergence: Group discussion to compare profiles, identify common traits, and discuss strategies for each.
Day 2: Sales Process Fundamentals
- Topics:
- Overview of the sales funnel for luxury properties.
- Key stages: Prospecting, qualification, presentation, handling objections, closing.
- Activities:
- Divergence: Participants map out their current sales process, identifying weaknesses.
- Convergence: Group activity to refine the sales process, ensuring it's tailored for luxury sales.
Day 3: Advanced Sales Techniques
- Topics:
- Advanced negotiation skills.
- Handling high-stake objections.
- Activities:
- Divergence: Scenario-based training where participants negotiate with each other over property sales.
- Convergence: Debrief session to analyze techniques and outcomes.
Day 4: Presentation Skills and Product Knowledge
- Topics:
- Crafting compelling property presentations.
- Deep dive into product (property) knowledge.
- Activities:
- Divergence: Each salesperson prepares a pitch for a high-value property.
- Convergence: Peer review sessions where feedback is given and received.
Day 5: Building Long-term Client Relationships
- Topics:
- Post-sale relationship management.
- Networking with high net worth circles.
- Activities:
- Divergence: Role-plays on client follow-ups and networking events.
- Convergence: Group brainstorming on strategies for ongoing client engagement.
Day 6: Review, Refinement, and Action Plan
- Topics:
- Review of workshop learnings.
- Setting personal and team sales goals.
- Activities:
- Divergence: Individual reflection on personal growth.
- Convergence: Creating action plans with peer accountability partners.
Facilitation Methods:
- Interactive: Use of questioning techniques to stimulate thought, encourage participation.
- Reflective: Promote self-assessment and peer feedback to enhance learning.
- Experiential: Real-life scenarios, role-playing to apply concepts practically.
Evaluation:
- Pre-Workshop: Collect data on current sales performance.
- Post-Workshop: Compare sales figures 3 and 6 months post-training to evaluate ROI of training.
Co-Facilitator:
- Decision: For a 6-day workshop with this level of interaction and customization, having a co-facilitator would be beneficial. This allows for:
- Better management of group dynamics.
- One-on-one coaching during activities.
- Enhanced feedback quality due to more observer perspectives.
- Ensures you can manage content delivery while your co-facilitator handles activities or vice versa.
If you decide to go solo, ensure you manage your energy well and perhaps have some sessions recorded for later review, or use technology for some interactive exercises to manage the workload.
I hope this detailed workshop plan meets your needs for training the sales team. Let me know if you need further adjustments or if there's anything else I can assist with!
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