About the Course

Whether you are selling new homes or professional services, the building industry is tough.  You are in a highly competitive market where everyone is offering very similar home designs, features and services.  This makes it extremely challenging to stand out from the crowd and close those deals. 

Whilst you know you offer a better quality product than your competitors you constantly find yourself in a race to the bottom on price just to win work.

Selling based on the lowest price also creates other problems for you and your business, particularly during boom times, as rising costs and delays can eat into your already slim margins.

If you are selling a sustainability related housing product or service you also need to sell in order to deliver the positive outcomes you are wanting.

Selling is an essential skill for any business because if you don’t sell your stuff, you know you won’t be in business for long.

In this course you will learn a simple, practical, non-salesy approach to selling so that you can win more clients and projects. 

Imagine how easy sales would be if you could understand what was really important to every customer so you could adjust your sales pitch to their unique needs.  Imagine if you could have a sales conversations without always having to haggle on price.

This course will teach you how you can use energy efficiency and sustainability as a competitive advantage without having to constantly compete on price whilst allowing you to deliver the quality product you want to for your clients without having to cut corners.


 

Ready to learn how to sell without being salesy?

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What you'll learn

  • Understand Buyers

    Understand key elements of buyer psychology and what your customers really want.

  • Learn How to Stand out

    Discover how to differentiate yourself from your competition using energy efficiency and sustainability.

  • 5 Step Sales Process

    Learn a practical 5 step sales process based on one of the best validated sales methods available today.

Course curriculum

    1. Introduction to the Course

      FREE PREVIEW

    2. How to go through the course.

    3. Guidebook

    4. The Needs Development Process

    5. The Value Equation

    6. Quiz 1

    1. Overview of the Market Research

    2. The Three-Tiered Cake Model

    1. Consumers Buy Benefits, Not Features

      FREE PREVIEW

    2. Benefits are Contextual

      FREE PREVIEW

    3. Features Functions and Benefits - How to Uncover Benefits

    4. Customer Conversation Canvas A3

    5. Features Functions and Benefits Example with Double Glazed Windows

    6. Customer Conversation Canvas (Completed for Thermal Comfort)

    7. Features Functions and Benefits Matrix

    8. Energy Efficiency Features Function and Benefits Matrix

    9. Selling Sustainability - Meet Johnny

      FREE PREVIEW

    10. Selling Sustainability - Know your Tribe

    11. Quiz 2

    1. Introducing the SPINS Method

      FREE PREVIEW

    2. SPINS technique explained and an example sales script

      FREE PREVIEW

    3. Large Sales Require a Different Approach

    4. The Preliminaries

    5. Situation Questions

    6. Problem Questions

    7. Activity - Problem Questions

    8. Conversation Bank Course Resource

    9. Implication Questions

    10. Stacking the Value Equation

    11. Activity - Implication Questions

    12. Need Payoff Questions

    13. Link Between Need Payoff and Implications Questions

    14. Activity - Need Payoff Questions

    15. Understanding Value

    16. Features vs Benefits

    17. The Solution

    18. Activity - Linking Benefits to your Solution

    19. Bringing it all together in this B2C example Sales Conversation

    20. B2B example SPINS conversation

    21. Practice Makes Perfect

    22. Finish Line

    23. Quiz 3

    1. Feature and Benefits Guide Overview

    2. Features and Benefits Guide Introduction

      FREE PREVIEW

    3. Feature and Benefits Guide Download

    4. Feature - Orientation

    5. Feature - Cross Ventilation

    6. Feature - Insulation

    7. Feature - Windows and Glazing

    8. Feature - Light Coloured Roof

    9. Feature - Efficient Heating and Cooling

    10. Feature - Ceiling Fans

    11. Feature - Heat Pump Hot Water

    12. Feature - Induction Cooking

      FREE PREVIEW

    13. Feature - Green Star Communities Rating

    1. Extra Content - MBA Podcast Interview Part 1

      FREE PREVIEW

    2. Extra Content - MBA Podcast Interview Part 2

      FREE PREVIEW

    3. Bonus content to help you design your website. Use what you have learned in the course to generate leads by designing your website with this Landing Page Design Template

About this course

  • $297.00
  • 58 lessons
  • 2.5 hours of video content

Who this course is for:

  • Anyone who needs to sell a product or service and wants a simple, practical, "non-salesy" step by step approach to selling.
  • This course has been designed for professionals in the building industry who have a sales role including sales consultants/agents, builders, architects, engineers, building trades, energy assessors, surveyors and interior designers.
  • Anyone who is interested in using energy efficiency and sustainable building design to sell more.

Top companies have offered this course to their employees

Delivered to some of Australia's leading builders and developers

Student Testimonials

“I feel better and more confident in engaging with prospects now that there's a strategy I can use.”

Home Builder

“The training was considerate of our own processes and also related the process to pain points the sales team experience. So clever and a totally new way for us to sell sustainability through its benefits.”

Sales Manager

Ready to start selling?

Take the mystery out of selling and get your practical step by step sales plan today

Enroll now