Services
Sales Training
Supercharge Your Sales Team
Training built on a process
We’re knowledgeable and experienced in every facet of sales training and motivation. Robert is an internationally recognized speaker and expert in the field of salesmanship — the NAHB’s 2015 Sales and Marketing / Institute of Residential Marketing Educator of the Year, and one of only four Master Train the Trainers certified nationwide.
That last one matters when you’re choosing a trainer. Selling well and teaching selling well are two different skills, and the second one is much rarer.
What we cover
The sales process first. Goal-setting, expectations, and defined steps to the close. Technique lands when there’s a process to apply it to, so we build that before anything else.
One-on-one coaching and mentoring. Individual work with your salespeople and your sales managers. This is where the durable improvement happens.
Sales team seminars. Built around your product and your market — the examples come from what your people are actually selling.
Policy and procedure manuals. So what you invest in training stays with the company when someone moves on.
Our training services
- One-on-one coaching and mentoring
- Sales team seminars
- Policy and procedure manuals
- Structuring the sales process: goal-setting, expectations, and steps to the close
Sales team evaluations
Sales Team Evaluations, or “Shops,” help individuals and companies pinpoint where sales performance is slipping.
Our shoppers give you a comprehensive evaluation of your current people, of someone you’re considering hiring, or of a competitor.
Our evaluations let your salespeople see themselves the way their potential buyers see them. After four decades of running these, the most common finding isn’t rudeness and it isn’t incompetence. It’s that good salespeople talk about the product they’re proud of when they could be asking about the life the buyer is trying to build. That’s a fixable habit, and fixing it moves numbers.
Accredited courses
For formal instruction — Certified New Home Sales Professional, Essential Closing Strategies, Train the Trainer and more — take a look at the ten NAHB University of Housing courses we’re accredited to deliver.
You can also hear the approach before you buy it. Several hours of interviews on objection handling, follow-up, and networking are transcribed in full in our resources.
Call +1 303.500.3400, or send us a message.
Sales Training: common questions
- Where do you provide NAHB certified sales training?
- From our Denver office, and wherever you need us. We deliver accredited sales and marketing training through the NAHB University of Housing throughout Colorado, nationally across the United States, and internationally. Robert is an Accredited Principal Instructor for ten NAHB courses and was named NAHB Sales and Marketing Educator of the Year in 2015.
- How long does sales training take?
- Anywhere from a single seminar to multi-day accredited courses to monthly coaching over a year. A single session will change what people know. Changing what a sales floor actually does takes repeated contact over months, because you're replacing habits rather than handing over information.
- What is a sales team evaluation or shop?
- One of our shoppers visits your sales floor as a prospect and writes up the full experience. Builders use shops to assess the team they have, to evaluate someone before hiring, or to understand a competitor. The real value is that it lets your people see themselves the way their buyers see them.
- Do you train teams outside the home building industry?
- Absolutely. Discovery, qualifying, presenting value, handling objections, and asking for the order travel well. We've trained mortgage lenders, title companies, appliance and building product manufacturers, design firms, and REALTOR associations.