Sales Process & Negotiation

Course Description

This high-impact module trains you to run a clean, predictable, and professional real estate sales process—from first discovery call to signed agreement and post-sale referrals.

You’ll begin with a structured 7-Step Sales Playbook covering discovery, qualification, presentation, site visit, proposal, negotiation, and commitment. Next, you’ll master BANT-style qualification tailored for real estate, including budget proofing and loan readiness verification to eliminate time-wasters early.

You’ll learn how to pitch inventory using value stacks, emotional framing, market comparables, and ethical urgency—without sounding pushy. The Site Visit Mastery section teaches preparation checklists, route planning, show-unit choreography, and client psychology to control momentum.

Objection handling dives deep into price resistance, location concerns, legal doubts, builder credibility, and indecision. Negotiation training covers anchors, structured concessions, step-down strategies, and multi-offer scenarios while protecting your commission and credibility.

Finally, you’ll understand paperwork sequencing, booking processes, conditional agreements, and how to engineer referrals post-handover.

Assessment includes recorded role-play submissions (discovery + objection + negotiation) evaluated through a structured performance rubric.

This module transforms you from “property presenter” to professional deal-closer.