Real Shops Improves Selling Presentations
Our studies have proven that salespeople who consistently complete a planned selling presentation will substantially increase their net sales. Real Shops accurately measure how often your sales staff is performing the elements of their sales presentations and are based on interviews with real prospective buyers who recently toured the community and spent time with the salesperson— the people who are best qualified to be a “shopper.” We use guest registrations collected by the salesperson during the last 30, 60, or 90 days and interview five prospects that are randomly selected from the registration list.
Our interviews collect candid answers about how the prospects felt regarding their time with the salesperson. Our conversations reveal which steps of the selling presentation the salesperson was able to complete, and how well they established a relationship with the prospect.
What are the benefits of Real Shops?
The benefits of Real Shops include the following:
- Accurate easurements of what a salesperson does during a typical presentation are based on the experiences of five prospects.
- Prospect observations allow a salesperson to view their performance through the eyes of their customers.
- Reports that are easy to review and analyze, and provide team rankings and individual results for period to period comparisons.
- Results to help the individual salesperson identify opportunities for improvement.
- Evaluations that serve as an accurate guide to the strengths and weaknesses of both individuals and the sales team so training and coaching can be targeted.
In one case, our report showed that a salesperson was not perceived by the prospects as having asked for the sale. Using the report, her manager was able to help her create a better closing technique, increasing her sales substantially.
How do our Real Shops differ from "Mystery Shops"?
Mystery Shops are a valuable sales training tool because they allow a salesperson to see and hear a presentation they made to a "professional" shopper who (hopefully) has been trained to look and sound like a "typical" prospect. However, mystery shops record just a single experience, so they can’t tell you what a salesperson is doing with the majority of their real prospects.
Real Shops accurately measure how often a salesperson performs all of the steps of their selling presentation because they are based on the observations of multiple prospects that toured the community and had time to work with the salesperson.
Prospects welcome the follow-up contact, and in many cases have said that they appreciate a builder who cares enough to ask for their opinions. As a result, our interviews become sound public relations for the builder.
The Bottom Line
Real Shops are affordable and provide a high return on your investment. They allow you to coach your team so they can maximize their performance while minimizing discounts and incentives. Real Shops are designed to help make selling easier, more productive and more profitable!