The discussion about the sales process has historically focused on the interaction between the sales agent and prospects. I think a broader view has become necessary for Sellers to maximize their marketing ROI; wherein the Agents’ selling process is viewed as just one part of the organization’s total management system designed to achieve sales revenue [...]

 
 
 
Analysis of prospect data is key to creating follow-up strategies and tactics that maximize the return from each sales lead. 
  
Today, most prospective buyers begin their home search on the internet because it is the best portal for specific home, project, and general market information.  Use of the web to gather information and email to correspond [...]

Meeting sales and marketing needs for projects in today’s market requires analysis, team collaboration, and innovative solutions that adapt to change, produce results, and are cost effective.
The project’s sales and marketing functions are either in-house, outsourced or a blend of the two solutions. The in-house solution gives the developer total control of marketing and sales, [...]

Application of scientific primary and secondary market research methodology to establish the project’s market position, identify competitive advantages, and evaluate core performance criteria is the basis for sound strategic and tactical decision-making.
The value of project market analysis is dependent on the scope and quality of data collected and the analytics used to translate data [...]

Project pricing is based on in-depth market data organized to facilitate a collaborative pricing process that effectively identifies the highest first release prices and establishes critical launch sales momentum.
Far too many condominium projects rely on the initial sales launch to find the delta between price and sales velocity.  Unfortunately this approach can result in a [...]

Apply quantitative and qualitative methodologies to test the validity of project assumptions and discover new insights to increase appeal, velocity and profitability.
Developers tend to implement market research during various phases of a real estate development.  Secondary research, the collection and analysis of available data, is typically a significant component of the feasibility study.  Continually updating [...]

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The sales script ensures that sales presentations and correspondence by sales representatives are persuasive, accurate, consistent with the marketing messages, and effectively differentiates the project from the competition.
The sales script is a strategically planned sales approach that is applied to all aspects of the site sales team’s correspondence from email to the sales center presentation.  [...]