1. Sales Techniques for Top Performers Day 2

2. Sales Techniques for Top Performers Day 2 To become a Top Performer, you need to: 1.Claim Your Pitch 2.Build Your Circle 3.Juice The Jam 4.Pass The Hat

3. Take a moment to reflect… What new ideas will you put into action when you return to your property? What questions do you still have? What tried and true techniques will you put into action when you return to your property? What new policies and procedures have you learned that need to be implemented at your property? Take a moment to reflect… What new ideas will you put into action when you return to your property? What questions do you still have? What tried and true techniques will you put into action when you return to your property? What new policies and procedures have you learned that need to be implemented at your property?

4. Telephone Sales Techniques 1.Be completely engaged with the prospects! 2.Totally focused – Give the Prospect your undivided attention. 3.Collaborate with the Prospect – get them involved with the conversions.

5. What are some great phone techniques you already know ?

6. Telephone Techniques

7. At Berkshire we are different than our competition!

8. We are about to teach you how to handle the phone sales presentation in a way that may be different than you have ever seen before. Your computer, phone and headset will be all the tools you need to be a We are about to teach you how to handle the phone sales presentation in a way that may be different than you have ever seen before. Your computer, phone and headset will be all the tools you need to be a

9. Telephone Sales Techniques

11. What is YieldStar?

13. YieldStar Benefits and Challenges BenefitsPotential Challenges We no longer have to say NO, we say YES at a price. Prices may change daily. We can offer move-in dates further into the future than ever before. Shorter term leases will become more expensive. Customers can choose their own lease terms; including short term leases. Customers may not be familiar with our new pricing structure. Customers who are flexible on move-in date and lease term can secure a better price. Employees are empowered to make decisions without going to their supervisor.

14. Lets take a BREAK now!

16. Its time for Lunch!

20. Get to the point Results oriented Be their friend Slow to decide Likes detail Likes order Not into details Very social

21. It is important for you to learn how to identify personalities quickly so you can tailor your presentation to appeal to each style.

22. Body language is a vital part of the greeting and sales presentation. We must consider our body language to ensure we are sending positive messages with our gestures. We should monitor the prospects body language to determine how a prospect is feeling about our presentation. Body language is a vital part of the greeting and sales presentation. We must consider our body language to ensure we are sending positive messages with our gestures. We should monitor the prospects body language to determine how a prospect is feeling about our presentation.

23. We should use positive, open gestures to send messages that we are friendly and welcoming. Shaking hands is a professional gesture that sets the tone for the meeting. Try to sit next to the prospect and walk along with them whenever possible. We should use positive, open gestures to send messages that we are friendly and welcoming. Shaking hands is a professional gesture that sets the tone for the meeting. Try to sit next to the prospect and walk along with them whenever possible. We should always SMILE!

25. Remember earlier we talked about building a circle. Here are some things we can do to help build a circle when greeting a prospect in person? Building a circle adds energy and increases the likelihood of success! When you look for what interests others, or has energy for others, you instantly tap into their energy When you make a connection it is MEMORABLE! You change something in someone!

27. YIELDSTAR – IDENTIFYING NEEDS Dont say NO, say YES at a price!

28. Lets go on a Field Trip