About Leadership Selling | Apex | Pinnacle | Summit
Leadership Selling™ for Coaches | TOPS | Base Camps
Leadership Selling™
Level 2: Pinnacle
The first lesson of Pinnacle immediately takes salespeople to a higher level of thinking than was achieved in Apex. This new way of thinking evolves into a higher level of performance as Pinnacle progresses.
We begin with a lesson on sales reluctance, teaching salespeople what it is and how to overcome three of its most treacherous forms. The next lesson explains how to develop an attitude of wholesome competitiveness for new home sales, in which salespeople not only want to sell homes, but also want to develop the skills that will give them a competitive edge over the other communities and salespeople in their market.
Lessons 3-7 take the basics of the selling process taught in Apex to the next level in order to further increase your team’s effectiveness in these areas:
- Leading the Trust Relationship
- Leading the Plan and Site Selection
- Handling Objections
- Closing the Sale
- Keeping the Sale Sold (Managing buyers from contract to settlement)
We conclude the Pinnacle level with a lesson on Prospecting. We focus on prospecting in the context of Realtor outreach, prospect follow-up, and asking for referrals.
By the end of Pinnacle, your salespeople should be thinking and performing at a higher level than they would after undergoing traditional, one-level sales training programs, which limit themselves to more basic levels of selling.
A person’s desire to improve their life has more influence over their buying decision than any other factor.
Learning how to tap into this emotional urgency is the key to making 2004 income in a 2008 market, and this book will give you the tools, wisdom and mindset to make it happen.
