Making communications land - Are they received and understood as intended? we...
Module 4 best practice for tours
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2. Module 4: Best Practice for Tours Module 4 Best Practice for Tours 4.1………………….……..…….…...The Tour Team 4.2………………...................….10 Step Approach 4.3…………………………….…Feature & Benefits 4.31……..............................................Owner 4.32..............................................…Property
3. The Tour Team 4.1 Building Engineer Broker Associate Property Manger VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ VALUE _____________________ _____________________ SPECIFIC ROLE _____________________ _____________________ ADVANCED PREP _____________________ _____________________ Who Else Should Be Involved
4. 10 Step Approach 4.2 1 OPEN PROBE 1 2 TOUR PROCESS 3 OPEN PROBE 2 4 CUSTOMER’S SITUATION 5 OWNER’S SITUATION: FEATURE / BENEFIT 6 PROPERTY SITUATION: FEATURE / BENEFIT 7 CUSTOMER SITUATION 8 SIMILAR SITUATION 9 THE WAY FORWARD 10 FOLLOW UP
