Field Report

Your Name: *
Your Name:
Sales Associate: *
Sales Associate:
Date: *
Date:
Start Time: *
Start Time:
End Time: *
End Time:
Date file/s uploaded:
Date file/s uploaded:
Files uploaded to:
I. Greeting
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? *
II. BUILDING RAPPORT
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? *
III. DISCOVERY AND QUALIFICATION
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? *
IV. COMMUNITY 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? *
V. PRODUCT PRESENTATION
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? *
PRODUCT PRESENTATION -Did Sales Associate: Demonstrate a home site (if available)? *
PRODUCT PRESENTATION -Did Sales Associate: Explain construction quality? *
PRODUCT PRESENTATION -Did Sales Associate: Explain the benefits of the home site? *
PRODUCT PRESENTATION -Did Sales Associate: Demonstrate good overall product knowledge? *
PRODUCT PRESENTATION -Did Sales Associate: Explain exterior styling? *
PRODUCT PRESENTATION -Did Sales Associate: Discuss their customer service & warranty program? *
PRODUCT PRESENTATION -Did Sales Associate: Discuss the benefits of his/her builder?
VI. PURCHASE PROCEDURE
PURCHASE PROCEDURE - Did Sales Associate: Determine your need for finance information? *
PURCHASE PROCEDURE - Did Sales Associate: Initiate purchase procedure discussion? *
PURCHASE PROCEDURE - Did Sales Associate: Determine your comfort level with payments/pricing? *
PURCHASE PROCEDURE - Did Sales Associate: Explain purchase deposit requirements? *
PURCHASE PROCEDURE - Did Sales Associate: Offer information on their preferred lender program? *
PURCHASE PROCEDURE - Did Sales Associate: Explain the overall purchase procedure? *
PURCHASE PROCEDURE - Did Sales Associate: Discuss where options/upgrades could be purchased? *
VII. OBJECTIONS/CONCERNS
OBJECTIONS/CONCERNS - Did Sales Associate: Listen to your concerns? *
OBJECTIONS/CONCERNS - Did Sales Associate: Offer solutions to your objections/concerns? *
OBJECTIONS/CONCERNS - Did Sales Associate: Address your concerns in a straight forward manner? *
OBJECTIONS/CONCERNS - Did Sales Associate: Determine what other homes you were considering? *
OBJECTIONS/CONCERNS - Did Sales Associate: Determine your likes/dislikes about the homes? *
VIII. CLOSING
CLOSING - Did Sales Associate: Obtain your personal involvement in a home? *
CLOSING - Did Sales Associate: Create value in their homes? *
CLOSING - Did Sales Associate: Create a sense of urgency to purchase? *
CLOSING - Did Sales Associate: Use closing statements/questions during the presentation? *
CLOSING - Did Sales Associate: Use benefit selling language? *
CLOSING - Did Sales Associate: Ask if you were ready to make a purchase decision?
CLOSING - Did Sales Associate: Ask you to purchase or reserve a home? *
CLOSING - Did Sales Associate: Capitalize on your buying signals? *
CLOSING - Did Sales Associate: Attempt to schedule a return appointment? *
CLOSING - Did Sales Associate: Determine a reason why you would not purchase? *
IX. OVER-ALL SALES PRESENTATION
OVER-ALL SALES PRESENTATION - Did Sales Associate: Stay focused on your needs? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Offer you a high level of service? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Guide the sales process? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Demonstrate an organized sales presentation? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Listen Well? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Answer questions to your satisfaction? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Create a sense of excitement about their homes? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Utilize office sales aids effectively? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Personalize the sales presentation to your stated needs? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Use your name at least once during the sales presentation?
OVER-ALL SALES PRESENTATION - Did Sales Associate: Utilize time spent with you efficiently? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Demonstrate a professional, courteous, sincere demeanor? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Speak to you in a manner easy to understand? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Ask you to complete a registration form? *
OVER-ALL SALES PRESENTATION - Did Sales Associate: Initiate any follow up contact by telephone, mail or e-email? *
Check all sales office aids agent used during your office visit:
Check all locations where conversation took place between you and the agent: *
Sales Office Condition: *
Model Condition: *
Agent Appearance/Demeanor: *
Buyer’s Impression of Agent: *
I have reviewed the ENTIRE recording to confirm it is clear, audible and easy to understand. *
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