Audio Series: 

We are pleased to offer our long-awaited audio training program, VISIONARY SELLING FOR COMMERCIAL REAL ESTATE, a 4-volume program by Michael Lipsey, and best-selling author of Visionary Selling, Barbara Geraghty.

This program focuses on how to penetrate and sell to the decision-maker – who is often hard to reach.   It provides practical strategies and viable selling techniques for all real estate practitioners, and will give you the confidence and competency to sell to the executive level.  

You will learn:

• How to capture the attention of key decision-makers
• To articulate business value at the executive level
• How to develop a powerful action plan for successful selling
• How to move beyond traditional needs analysis to solutions selling
• What drives the executive decision-maker
• How to turn gatekeepers into allies
• How to prepare for a higher level of problem solving
• How to package information for key prospects
• Rules of presenting to the senior level

Topics are as follows:

Tape 1:   Side A    Everything Is Changing…Why Not Commercial Real Estate Sales?

                Side B    Beyond Needs Analysis

 

Tape 2:   Side A    Think Like a Corporate Real Estate Executive

                Side B    Unique Strategies to Reach the Decision-maker

 

Tape 3:   Side A    Turning Gatekeepers into Allies

                Side B    Build Credibility and Trust…and Keep Them!

 

Tape 4:   Side A    Prepare for a Higher Level of Problem Solving;

                    Packaging Your Information for the Executive

                Side B    Presenting to the Senior Level

 

Visionary Selling for Commercial Real Estate is available on Audio Cassette.