About the Course

Leading property developers put a lot of time, effort, and resources into creating amazing sustainable developments.  In a highly competitive market they know that sustainability is a powerful way to stand out from the crowd and avoid a race to the bottom on price.

The problem is that the sales staff selling housing and land on your developments are not sustainability experts and therefore struggle to communicate the benefits of the sustainability features to home buyers.  Or even worse they don't talk about the sustainability features of your development at all.

This not only impacts your ability to meet your sustainability targets but it also means that home buyers only have one thing to compare you with other developments - and that is price.

Selling based on the lowest price also creates other problems for you and your partner builders, particularly during boom times, as rising costs and delays due to reduced availability of materials eat into your slim margins.

But what if the sales teams at your development could understand what was really important to every customer so they could adjust their sales pitch to the customers unique needs?  What if the sales teams truly understood how to use the sustainability aspects of your development as a competitive advantage?

In this course your sales consultants and those of your partner builders will learn one of the best validated sales methods available today which has been developed from research studies of over 35,000 sales calls and is used by the top sales forces around the world. 

Best of all this sales method is simple, practical, and you can learn it during their lunch break or site induction!

They will also learn how to use the sustainability features of your development like energy efficiency, Green Star ratings, and other sustainability aspects as a competitive advantage.

You can create a customised version of this course to suit the unique aspects of your development so your sales teams can translate your sustainability goals into sales.

What your sales teams will 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

    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

    2. Benefits are Contextual

    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. Selling Sustainability - Meet Johnny

    9. Selling Sustainability - Know your Tribe

    10. Features Functions and Benefits Matrix Download

    11. Quiz 2

    1. Your Development Features and Benefits Introduction

    2. Your Development Feature and Benefits Guide

    3. Feature - Orientation

    4. Feature - Cross Ventilation

    5. Feature - Insulation

    6. Feature - Windows and Glazing

    7. Feature - Light Coloured Roof

    8. Feature - Efficient Heating and Cooling

    9. Feature - Ceiling Fans

    10. Feature - Heat Pump Hot Water

    11. Feature - Induction Cooking

    12. Feature - Green Star Communities Rating

    1. Introducing the SPINS Method

    2. SPINS Method Summary and Example Sales Script

    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 example Sales Conversation

    20. Quiz 3

    21. Practice Makes Perfect

    22. Finish Line

    1. Extra Content - MBA Podcast Interview Part 1

    2. Extra Content - MBA Podcast Interview Part 2

About this course

  • Free
  • 55 lessons
  • 2.5 hours of video content

How it Works

  • Step 1

    We sit down with your team to map the sustainability features and benefits of your development.

  • Step 2

    We create a customised version of the online course for your development.

  • Step 3

    We publish the course and your sales teams get the skills they need to sell using sustainability as a competitive advantage.

Who this course is designed for:

  • Developers who create sustainable developments and communities
  • Professional sales consultants/agents who work in the residential construction sector.
  • Sales professionals interested in using energy efficient and sustainably designed homes to sell more.
  • Sales managers who want to up-skill their sales teams to learn one of the best validated sales methods available today.

Top companies have offered this course to their sales teams

Delivered to some of Australia's leading builders and developers

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

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