The vast majority of sales training programs actively tell you what to do. In contrast, the keystone sales methodologies offered in GDA’s Consultative Selling courses teach you how to do it. This chapter provides an overview of the Consultative Selling process and techniques.  After completing this chapter, you'll understand why audiences world-wide rave about our use of music, videos, and reinforcing quizzes to keep you engaged while growing your skills base.

People buy or sell houses and property with real estate agents that they enjoy being with and that allow them to relax right from the beginning of their meetings.  This chapter teaches you how to establish rapport every time you have a conversation with a client.

Whether you have an appointment or you are trying to get an appointment or just an answer toan email or voicemail, you have only about twenty seconds to get someone's attention.  Arouse their interest.  Make them want to talk with you.  Twenty seconds that will make or break the effectiveness of every single interaction.  In this chapter you will learn three techniques that will enable you to gain anyone's interest in less than twenty seconds.  Buyers, sellers, developers, other agents and brokers... you will be able to make them all decide to open up to have a dialogue with you.

Imagine knowing exactly what your customers or clients want, why they want it, and how they will make their decision…before you begin your presentation. You can have this conversation with any customer and earn their preference to buy from you, locking out completion just by the way you discuss their needs.

This chapter teaches you how to use your understanding of your client's needs and present the features and advantages of your solution or proposal in a way that specifically addresses those needs.  In addition, you will learn how to engage the client in your presentation to maintain interest and gather information you can use effectively in your closing.

If you’re not closing sales, you could be missing these key points: What are the objectives for the sales call? How do the objectives change during the selling cycle? How will you know if you’re making progress? Regardless of the sales call objective (what you are closing for), this module on Closing for Commitment will provide the path to your desired results.

You encounter objections daily in the real estate industry... particularly if you actively prospect for new leads and new clients.  And this is exactly what you want!!  Objections are good things!  This chapter will show you why and help you consistently tur client objections into reasons to move forward.  Learn to make objections work for you, and work together with your client against the problem.

Learn how to complement your sales skills with the most thorough, comprehensive approach to the sales process.  In this chapter you will learn how to thoroughly integrate your sales skills and tools with an innovative approach to achieving excellence in all aspects of the selling process.

If people knew the wealth that comes from owning their own homes…. if they knew how their homes could be a source of wealth creation whether the economy turned upward or downward… if they knew that today, RIGHT NOW, is the time that will be referred to as the “good old days” for buying and selling homes… for upsizing, for downsizing, for buying their first home… if they knew what you will know after completing this chapter, they would be lined up outside your office so that you could help them buy or sell a home.