Real Shops Salesperson Evaluations
Real Shops are evaluations that accurately measure how often your sales staff is performing all elements of their sales presentations. These evaluations are based on interviews with real prospective buyers—the people who are best qualified to be shoppers.
Our studies have proven that salespeople who consistently complete the steps of a “Critical Path” presentation will substantially increase their net sales. Real Shops are the most accurate, dependable and revealing salesperson evaluations in America for boosting new home sales.
What Are the Benefits of Real Shops?
The benefits of Real Shops include the following:
- Accurate measurements 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, and her sales almost doubled during the next 30 days.
Interviews with Prospects
Real Shops are based on the principle that the people who are best qualified to comment on a salesperson’s effectiveness are his or her prospects. We interview real customers—prospective buyers who recently toured the community and spent time with the salesperson. 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.
Candid Perceptions
Our interviews obtain candid answers about how the prospects felt regarding their time with the salesperson. The interview guides them through questions to measure how often the salesperson completed steps in the critical selling path, and how well they established a relationship with the prospect.
How Do Our Real Shops Differ from “Mystery Shops”?
Commonly used "Mystery Shops" let you hear what a salesperson says while talking to one "professional" shopper who (hopefully) has been trained to look and sound like a "typical" prospect. Mystery shops record a single experience, so they can’t tell you what a salesperson is doing with the majority of their real prospects.
Our Real Shops accurately measure how often a salesperson performs all of the steps of their selling presentation to real prospects. Real Shops are based on observations by multiple prospects who toured the community and had time to work with the salesperson.
Our highly trained, experienced staff are experts in interviewing prospects and obtaining Real Shops observations. They specialize in conducting phone interviews that create a positive experience for every prospect they contact. 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!
Learn More
To learn more about Real Shops Salesperson Evaluations, complete the information form in the left panel or contact us for more information.
