REAL SHOPS

Candid answers from buyers

Objective sales staff evaluations

Real Shops Improves Sales Conversion Rates

Our studies have proven that salespeople who consistently complete a planned selling presentation will substantially increase their net sales. Real Shops accurately measure how often your sales staff is performing the elements of their sales presentations and are based on interviews with real prospective buyers who were in the market to purchase a new home and spent time with the salesperson, the people who are best qualified to be a “shopper.” We use guest registrations recently collected by the salesperson and interview five prospects that are randomly selected from the registration list.

The Intelligent Approach interviews collect candid answers about how the prospects felt regarding their time with the salesperson. Our conversations reveal which steps of the selling presentation the salesperson was able to complete, and how well they established a relationship with the prospect.

What are the benefits of Real Shops?
The benefits of Real Shops:
- Accurate measurements of what a salesperson does during a typical presentation are based on the experiences of multiple prospects.
- Prospect observations allow a salesperson to view their performance through the eyes of their customers.
- Results help the individual salesperson identify opportunities for improvement.
- Evaluations serve as an accurate guide to the strengths and weaknesses of both individuals and the sales team so training and coaching can be targeted.
- When used on a regular basis, Real Shops help keep salespeople focused on trying to make as many complete presentations as they can, resulting in additional sales.
How do our Real Shops differ from "Mystery Shops"?
Mystery Shops are a valuable sales training tool because they allow a salesperson to see and hear a presentation they made to a “professional” shopper who (hopefully) has been trained to look and sound like a “typical” prospect. However, mystery shops record just a single experience, so they can’t tell you what a salesperson is doing with the majority of their prospects.

Real Shops accurately measure how often a salesperson performs the steps of their selling presentation because they are based on the observations of multiple prospects that toured the community and had time to work with the salesperson.

Prospects welcome the follow-up contact, and in many cases have said that they appreciate a builder who cares enough to ask for their opinions. As a result, our interviews become sound public relations for the builder.
The Bottom Line
Real Shops are affordable and provide a high return on your investment. They allow you to coach your team so they can maximize their performance while minimizing your discounts and incentives. Real Shops are designed to keep your sales team focused on the prospects visiting your communities, making them more productive and successful and your company more profitable.

“As a Sales Manager with 23 sales staff, I can review each salesperson’s Real Shop in just a few minutes, instead of watching an hour or more of mystery shop videos. And I can quickly identify where each salesperson needs coaching. The time saved is incredible!”