Your Name *
Your Name
Date: *
Date:
Start Time: *
Start Time:
End Time *
End Time
Sales Associate: *
Sales Associate:
GREETING - Did Sales Associate: Quickly acknowledge your arrival? *
GREETING - Did Sales Associate: Welcome you warmly and with enthusiasm? *
GREETING - Did Sales Associate: Establish direct eye contact? *
GREETING - Did Sales Associate: Introduce him/her self early in the encounter? *
GREETING - Did Sales Associate: Ask your name early in the encounter? *
GREETING - Did Sales Associate: Make a favorable first impression? *
BUILDING RAPPORT - Did Sales Associate: Determine your family’s lifestyle/interests? *
BUILDING RAPPORT - Did Sales Associate: Relate well to you? *
BUILDING RAPPORT - Did Sales Associate: Demonstrate rapport building skills? *
BUILDING RAPPORT - Did Sales Associate: Make you feel welcome? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine if this was your first visit? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your timing? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine status of your home search? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your motivation? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your needs/preferences in a home? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your needs/preferences in a home site? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine your family profile? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine if you could make a purchase decision? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Determine the status of your current residence? *
DISCOVERY AND QUALIFICATION - Did Sales Associate: Incorporate what they learned about you into the sales presentation? *
COMMUNITY PRESENTATION - Did Sales Associate: Ask how you heard about the community? *
COMMUNITY PRESENTATION - Did Sales Associate: Discuss the benefits of their community? *
COMMUNITY PRESENTATION - Did Sales Associate: Discuss area services/amenities? *
COMMUNITY PRESENTATION - Did Sales Associate: Explain assessments and/or tax rates? *
COMMUNITY PRESENTATION - Did Sales Associate: Create uniqueness for their community? *
COMMUNITY PRESENTATION - Did Sales Associate: Position their community favorably against competition? *
COMMUNITY PRESENTATION - Did Sales Associate: Make you want to live in their community? *
COMMUNITY PRESENTATION - Did Sales Associate: Appear well informed about their community? *
PRODUCT PRESENTATION -Did Sales Associate: Discuss availability? *
PRODUCT PRESENTATION -Did Sales Associate: Discuss plans and pricing? *
PRODUCT PRESENTATION -Did Sales Associate: Demonstrate a model home (if available)? *
PRODUCT PRESENTATION -Did Sales Associate: Explain standard & optional features? *
PRODUCT PRESENTATION -Did Sales Associate: Explain the benefits of those features with you? *
PRODUCT PRESENTATION -Did Sales Associate: Appear knowledgeable about options/upgrades? *
PRODUCT PRESENTATION -Did Sales Associate: Determine which plan best meets your needs? *
PRODUCT PRESENTATION -Did Sales Associate: Guide you to a home site selection? *