Angela scores with mystery shopper after dropping the hard sell
With the property market the way it is at the moment, you’d think there would be plenty of hard selling happening at new housing developments.
But not so for Taylor Wimpey, the UK’s largest house builder.
It is working with The Mdina Partnership to train and develop its sales people throughout 2009.
The focus is on developing an understanding of what prospective customers actually want and then helping them find it.
And it’s an approach which is paying off for Taylor Wimpey sales professional Angela Nurse.
She recently scored a very impressive 96% during a videoed visit from a mystery shopper.
“I didn’t spot this person at all and so didn’t realise I was being videoed,” said Angela, who works at Taylor Wimpey’s development in Westminster Road, Walsall.
“There are certain pieces of information we are supposed to find out when talking to a new customer. The Mdina training makes it very easy for you to find out exactly what people are looking for without seeming to be pushy.
“That’s really important when it comes to closing a sale. The prospect feels you are helping them make a good decision rather than push them to buy something. And that makes them more open to listening to your advice.”
Angela’s 96% score indicated she did virtually everything Taylor Wimpey wanted from the marketing suites of its developments.
She added: “It’s great to discover you have performed so well while just doing your job. The training made it easy. It certainly makes your job more motivating!”
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