Case Study - Recreational Real Estate Development Company - Client Need
The project was at the high end of the market, the residential units were the most expensive per square foot in the region, and the sales team was facing continual objections regarding cost.
Sales figures were less than 50% of target to date, and financing was tight.
There were two more planned phases of the development with one started. The client needed to increase sales to provide confidence in prospective buyers.
- sales teams were experienced and had strong product knowledge, but were used to order taking more than selling
- as long as leads came from marketing the sales people knew how to advance the sales process but were at a loss as to how to generate new leads
- no lead was dropped from the sales funnel and many were tired of ongoing calls from the sales team
- client was looking for and needed sales results – fast
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