Performance Marketing Advantage

Sales & Training

There's only one reason our clients come to us, because their in-house sales program isn't working. If you're faced with standing inventory and weeks without sales, you need PMA. We are the experts. PMA is known for its training, and training is the foundation of a successful sales team. We train our agents every week to keep them at the forefront of our ever-changing market. Whether we’re in a buyer’s or seller’s market, our agents know how to best approach our buyers.

You will never receive a brochure toss at a PMA community or take a self-guided tour. Our agents create a relationship with their prospects and mold the community around their needs. Our ability to listen and then communicate the information necessary for the buyer to move forward is our biggest skill set. Let us show you how to sell out your community quickly.

Our agents are some of the best in the nation and undergo continuous education and training. PMA hires the top sales trainers and motivational speakers in the Nation. PMA Sales Consultants know the competition and understand what’s working and what’s not on your project and the importance of making a profitable sale.

Just a few of the many great speakers our sales consultants have trained under:

Bob Shultz
Strategies to Boost Your Sales Power
The Five Minute Drill
Model Home Demonstration
Overcoming Objections
Closing Skills
Follow Through

Brian Tracy
Techniques for Closing the Sale

Anthony Robbins
Motivational Seminars

Doug Swallow
Structured New Home Sales Process
Post Sales Presentation
Personality Typing Profile

Dave Stein
Internationally Recognized Sales Trainer

Chuck Morrison
Quantum Leap

The Training Points of Success

WE CAN’T AFFORD TO DO BUSINESS AS USUAL Principles and absolutes for efficiency and effectiveness in new home sales. FOUR KEY PRINCIPLES OF SUCCESS Learn how selling is like golf and tennis. Visualize the way you sell and compare it to the strategies of the sports masters. Introduces the absolutes for increased sales. Learn four strategies and tactics that when embraced and implemented consistently will increase closing ratios. The module includes the “home site matrix” format. MARKETPLACE OF THE NEW MILLENNIUM Understanding today’s buyer. Why they buy and why they don’t buy. LIFE CYCLE OF THE BUYER’S PRESENTATION What happens in their process from the time a customer first thinks about buying a home to the day they move in and three years after. $$$$/ROI/WIIFM What is your time worth? What are your goals? How to maximize your time to make the most money. THE TEN MINDSETS OF THE PROFESSIONAL Ten rules to keep in mind when presenting homes to the customer. THE PROFESSIONAL COMMUNICATOR Words to eliminate from the sales presentation and the positive words with which to replace them. INVOLVEMENT SELLING SKILLS New home sales professionals get the customer involved in the presentation by mastering the art of asking the right questions. THE FIVE MINUTE DRILL Create your personalized “Five Minute Drill” that will become the basis for a new home sales presentation that works every time. SEQUENCE FOR SUCCESS The six steps of the presentation process, from Welcome to Follow-Through. INTRODUCTION TO SEQUENCE FOR SUCCESS: Introduction to the six steps of the presentation process, from Welcome to Follow-Through. DISCOVERY Guidelines for the creation of good questions to ask the customer. INTRODUCTION TO DISCOVERY Introduction to the guidelines for the creation of good questions to ask the customer. DEMONSTRATION The sales office presentation and strategies for model home demonstration. SELLING WITHOUT MODELS Reasons why builders sell without models, why buyers don’t buy without seeing models, and the strategies used to sell without models. CLOSING NOTES Twenty-five concepts and strategies for closing success. INTRODUCTION TO CLOSING STRATEGIES Introduction to closing questions, asking for the sale, and obtaining testimonial letters. CLOSING STRATEGIES Closing questions, asking for the sale, and obtaining testimonial letters.	INTRODUCTION TO NEGOTIATING Introduction to the principles of new home negotiating when the customer wants to negotiate based upon ego or emotion, not logic. NEGOTIATING The seven principles of new home negotiating when the customer wants to negotiate based upon ego or emotion, not logic. OBJECTIONS A six-step system to minimize or overcome objections. The strategies to crate effective answers to ALL objections that your salespeople will encounter. ADAPTING YOUR PRESENTATION The strategies and techniques necessary to adapt your communications style to different personalities you will meet in the sales arena. SST Given a series of “real-world” selling situations, the strategies of focus on and the suggested techniques to implement. FOLLOWING THROUGH The step-by-step process to take action from the customer’s first visit to long after they move into their new home. TELEPHONE FOLLOW THROUGH Effective telephone strategies and scripts. THE SALES PROCESS Establishing a day-to-day process to monitor and reward success. THE ENTIRE COMPANY In this 3-1/2 hour program, you will learn about today’s new home buyer and how each member of the TEAM can impact that customer’s perception of your new homes and their desire to buy or not to buy. EFFECTIVE CUSTOMER MANAGEMENT TECHNIQUES Real world techniques that are applicable to your company will be taught, discussed, and practiced. CUSTOMER IN PROCESS ANALYSIS A pro-active process to identify a salesperson’s top prospects and to develop a special strategy to make the sale happen. HOW DO YOU MEASURE SUCCESS? You’ll learn strategies to measure your real effectiveness as a sales organization. SELLING THE DIFFERENCE How to identify the elements of your product that make you “different” and how to present these differences as benefits. MARKETPLACE AWARENESS Multi-cultural Awareness: How to fully understand the cultural differences of today’s diverse home buying markets and how to adapt, sell, and negotiate for success, presented by Michael D. Lee. SKILL MASTERY Professional Communicator: Present with power, impact, and clarity. SEQUENCE FOR SUCCESS Learn the six steps of a seamless presentation process, from Welcome to Follow-Through. FIVE MINUTE DRILL Competence leads to confidence. Your personalized “Five Minute Drill” becomes the basis for your planned presentation. PROSPECTING Learn to identify potential home buyers that are not attracted by just advertising and specific strategies to come “face-to-face” with them.

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