Customer Focused Selling

Sales. Built. Better.

Make selling easier and more effective

A skilled salesperson can turn even the most skeptical into a loyal advocate of Meritage Homes. The ability to connect with people, build relationships, and win commitment is like a superpower that can transform your success from “doing-OK-considering-I’m-selling-with-headwinds” to becoming a valued resource (all while exceeding your sales goals, of course).

But it is not enough to just “be good” at selling. It’s critical for any person in any sales to transform themselves by getting into “the world” of their customer using the Customer Focused Selling methodology.

DATES: April 11th-12th

TIME: 8:30am-5pm

LOCATION: TBD, Denver

After completing this workshop, you will…

  • Understand where you’re naturally good at selling and where to skill up
  • Learn how to connect and build relationships with customers by getting into “their world” through the art of investigative questions and presentation techniques
  • Drive personal sales growth by increasing predictability, improving confidence, and creating accountability

How to Prepare

In order make the most out of the program, expect to spend approximately one (1) hour on the following activities, prior to your workshop.

Take Skills Assessment

Discover the skills you already have by just being you! Complete the SSAT by clicking on the personalized link sent to your email inbox after you’ve registered for the program.

Take the Behavioral Assessment

Unlock the mystery of your hard-wired strengths with this six-minute assessment.

 

Take the PI

Take the eLearning

Get a jumpstart on the material so we can dive right into exercises and applications when we meet in person.

Go to Learning Lab

Course Overview:

Just like building a home, the Customer Focused Selling program is a process you’ll learn. And it’s scientifically proven to help sales people make more sales with less effort. Review the Meritage Homes sales training journey you’ll go on over the course of this two day workshop.

  • Understanding your own selling style so that you can improve your sales performance and become more effective when engaging new and existing customers
  • Set the stage for a productive and long-lasting relationship by learning how to open in a way that builds trust and credibility (spoiler alert: by using their preferred communication style, not yours!)
  • Increase the likelihood of a sale by understanding the unique preferences and behaviors of each person you speak with, you can tailor your sales approach to meet their specific needs
  • Examine the four types of buying styles and how you can apply techniques to connect in a way that is natural for the your unique customer
  • Learn how to do a proper “Investigate” and ask the right questions of prospective buyers to identify decision-making motivations
  •  Examine the best way to articulate value with the “present” phase of the Customer Focused Selling process so that your audience nods right along with you
  • Learn how to describe the true value of homes and services in a way that your buyer not only understands, but LOVES
  • Practice presenting material according to the buyer’s viewpoint, not yours (are you seeing a theme here?)
  • Learn how to overcome objections using unique behavioral and motivation preferences – gain agreement and get more “yes!”
  • Move into the “Positioning” phase with best practices that enable you to expand your results, nurture your relationships, and gain referrals for more network
  • Your elementary school teacher was right, practice does make perfect! So you will practice the old, new, and refurbished skills in this safe, educational environment so you can get out into the real world and create win-wins (we’re rooting for you the whole time!)

What to Expect During the Workshop

You will focus exclusively on your challenges and needs while building and practicing new sales skills. The program uses your experiences and opportunities as the case study, so you apply the learning in real-time.

You can expect high impact learning based on your real life in the workplace. You’ll learn to understand your role as a sales expert. Expect exercises and materials based on your day-to-day challenges.

You’ll receive actionable feedback on areas of strength & development to enhance your sales impact. You’ll obtain directly and immediately applicable tools and skills. You’ll walk away with the ability to develop goals, prioritize specific aspects of sales conversations, and get improved results.

What to Expect After the Workshop

After the course, you will begin applying the new skills and methodology learned to your daily activities immediately. You are strongly encouraged to check in with your leader to discuss what you’ve learned, what you are applying, and where you would like to focus.

Follow-up sessions for your cohort will be scheduled, to refresh key concepts on learnings and share best practices with your peers. You will also be asked to take the skill assessment again, so that we can collect data on what was most valuable during the program, and how the skills are being applied.

Location: 

TBD

Date & tIME

April 11th & 12th, 8:30AM-5:00PM