Commercial Sales Topics Detail

Details of the Sales topics follow below. Topic detail may vary depending on market locations, economic changes, and the priorities determined as those preferred by our clients and training candidates.

Topics are discussed from the list below and chosen to be delivered in ways which can improve the knowledge and skills of each group in their market or speciality. We respect your needs and focus in the training process.

Simply give us a call to discuss your needs.

Series 1 - SKILLS DEVELOPMENT & KNOWLEDGE

Sales 1A – 2hrs – The Job, You, & PAMD

The Commercial Players & Change Opportunity

Sales & Lease Cycles

Decision Issues in Sales

Agency Opportunity & Innovation

PAMD 21a & compliances

Validity of Appointment to Act

Fees Charges & Expenses

Land Use & Non-residential land

Understanding Leases as part of Sales

Lease Form & Content

Assignments, Options, Covenants

Sales 1B – 2hrs – Handling Clients

Negotiation Overview & Your Role

Communication - The Emotion of Buying

Asking & Listening

Trust Confidence & Control

Lifecycle Planning

Creating Opportunity

Questioning the owner or investor

Working with investor clients

Building positive client relationships

Sales 1C – 2hrs – Leases & Retail Shop Leases Act

Retail Shop Leases Act

Forms & Disclosures

Retail Leases Documentation

Sales 1D – 2hrs – Understanding Shopping Centres & Shops

Key Relationships in Retail

Retail Competition Analysis

Determining Market Share

Shopping Centre Types

Retail Definitions

Trends in Retail

Demographic Analysis

Key Site Considerations

Retail & the Community

Inspecting Retail to List

Consumer vs Tenant Balance

Series 2 - WINNING THE BUSINESS

Sales 2A – 2hrs – Prospecting & Networking

Prospecting For Listings

Create YOUR system from all sources

Understanding the Properties

Identifying Key Properties and Ownership

Look For YOUR Leads

Create YOUR Prospecting System

Sales 2B – 2hrs – Enhancing Your Inspection Skills

Listing – The General Base Facts

Key Information Elements & Questions

Investment property - Site analysis

Inspecting to list – the 5 key topics

Price Influences

Price Analysis

Income & Expenses Analysis

Sales 2C – 2hrs – Creating Winning Proposals & Submissions

Preparing & Presenting Proposals

How effective are your proposals?

Your steps to highly effective proposals

Proposal Submissions Checklist

On Receipt of Instructions

Submission Planning

Writing the Submission

Client Liaison & Lobbying

Critical Issues in the Document

Proposal Presentation

Sales 2D – 2hrs – Listing Best Practices & PAMD

Price Pressure Points

Setting the Right Price

PAMD 21a & compliances

Validity of Appointment to Act

Fees Charges & Expenses

Land Use & Non-residential land

Series 3 - DOING THE DEALS

Sales 3A – 2hrs - Marketing Skills & Methods of Sale

Methods of Sale

Marketing Tools - selling

Advertising & Promotion Techniques

Creating Good Editorial

Preparing a Marketing Plan

An Investment Report or Brochure Format

Sample Marketing Submission

Sample Tender Document

Sales 3B – 2hrs - Optimising Your Negotiation Skills

Negotiating the best deals

Developing your negotiation skills

The 4 Step Negotiation Process

Understanding Financing of Commercial

Sales 3C – 2hrs - Contracts documentation & Best Practice

Contracts Signing and Presenting

Conjunctions

Beneficial Interest

Contract Forms (BCCM)

Contract Forms (Standard Commercial)

Sales 3D – 2hrs - Enhancing Your Client Communication Skills

Building Great Client Relations

What help do your investors need?

The investors requirements

Getting to the real facts

Creating Mutual Opportunity

Need more detail?? Please give us a call if you want to be part of this upcoming schedule.