SlideShare ist ein Scribd-Unternehmen logo
1 von 17
Downloaden Sie, um offline zu lesen
Module 4   best practice for tours
Module 4: Best Practice for Tours,[object Object],Module 4                                   Best Practice for Tours,[object Object],	4.1………………….……..…….…...The Tour Team,[object Object],	4.2………………...................….10 Step Approach ,[object Object],	4.3…………………………….…Feature & Benefits                                                                        ,[object Object],		4.31……..............................................Owner          		4.32..............................................…Property,[object Object]
The Tour Team,[object Object],4.1,[object Object],Building Engineer,[object Object],Broker Associate,[object Object],Property Manger,[object Object],VALUE,[object Object],_____________________,[object Object],_____________________,[object Object],SPECIFIC ROLE,[object Object],_____________________,[object Object],_____________________,[object Object],ADVANCED PREP,[object Object],_____________________,[object Object],_____________________,[object Object],VALUE,[object Object],_____________________,[object Object],_____________________,[object Object],SPECIFIC ROLE,[object Object],_____________________,[object Object],_____________________,[object Object],ADVANCED PREP,[object Object],_____________________,[object Object],_____________________,[object Object],VALUE,[object Object],_____________________,[object Object],_____________________,[object Object],SPECIFIC ROLE,[object Object],_____________________,[object Object],_____________________,[object Object],ADVANCED PREP,[object Object],_____________________,[object Object],_____________________,[object Object],Who Else Should Be Involved,[object Object]
10 Step Approach,[object Object],4.2,[object Object],1,[object Object],OPEN PROBE 1,[object Object],2,[object Object],TOUR PROCESS,[object Object],3,[object Object],OPEN PROBE 2,[object Object],4,[object Object],CUSTOMER’S SITUATION,[object Object],5,[object Object],OWNER’S SITUATION: FEATURE / BENEFIT,[object Object],6,[object Object],PROPERTY SITUATION: FEATURE / BENEFIT,[object Object],7,[object Object],CUSTOMER SITUATION,[object Object],8,[object Object],SIMILAR SITUATION ,[object Object],9,[object Object],THE WAY FORWARD,[object Object],10,[object Object],FOLLOW UP,[object Object]
4.2,[object Object],1,[object Object],Open Probe 1,[object Object],Determine Prospect’s Requirement,[object Object],[object Object]
 80 / 20 Rule
Example Question’s
“What objectives do you have for today’s tour?”
 “Would you share with me 2-3 detrimental essentials?”,[object Object]
 Discovery of Open Probe 1
Example’s
“We understand you have a requirement of 10,000 sf.”
 “We understand that access is essential.”
 “We understand amenities are important to your employees.”,[object Object]
 What is Prospect Moving From
Example Question
“Could you share with us negative past experiences that you would like to avoid?”

Weitere ähnliche Inhalte

Ähnlich wie Module 4 best practice for tours

Testing 2: Advanced Test Management
Testing 2: Advanced Test Management Testing 2: Advanced Test Management
Testing 2: Advanced Test Management Inflectra
 
Mps requirements specification
Mps requirements specificationMps requirements specification
Mps requirements specificationFran McKain
 
Scale The Realtime Web
Scale The Realtime WebScale The Realtime Web
Scale The Realtime Webpfleidi
 
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEW
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEWSAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEW
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEWDeb Martina
 
Dissertation_of_Pieter_van_Zyl_2_March_2010
Dissertation_of_Pieter_van_Zyl_2_March_2010Dissertation_of_Pieter_van_Zyl_2_March_2010
Dissertation_of_Pieter_van_Zyl_2_March_2010Pieter Van Zyl
 
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...Jason Cheung
 
LMS Template RFP march11,2011
LMS Template RFP march11,2011LMS Template RFP march11,2011
LMS Template RFP march11,2011Mohamed Omar
 
Project appraisal system at APSFC
Project appraisal system at APSFCProject appraisal system at APSFC
Project appraisal system at APSFCSharath Malkani
 
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...Scrum Bangalore
 
3 openerp hr-book.complete
3 openerp hr-book.complete3 openerp hr-book.complete
3 openerp hr-book.completeopenerpwiki
 
Design patterns by example
Design patterns by exampleDesign patterns by example
Design patterns by exampleEric jack
 
18 SharePoint Best Practice and In-Depth Methodologies - EPC Group
18 SharePoint Best Practice and In-Depth Methodologies - EPC Group18 SharePoint Best Practice and In-Depth Methodologies - EPC Group
18 SharePoint Best Practice and In-Depth Methodologies - EPC GroupEPC Group
 
Naval op pln_nwp_5-01
Naval op pln_nwp_5-01Naval op pln_nwp_5-01
Naval op pln_nwp_5-01Triplo Sof
 
A Systematic Review On Strategic Release Planning Models
A Systematic Review On Strategic Release Planning ModelsA Systematic Review On Strategic Release Planning Models
A Systematic Review On Strategic Release Planning ModelsSherri Cost
 

Ähnlich wie Module 4 best practice for tours (20)

Ta
TaTa
Ta
 
Testing 2: Advanced Test Management
Testing 2: Advanced Test Management Testing 2: Advanced Test Management
Testing 2: Advanced Test Management
 
Aregay_Msc_EEMCS
Aregay_Msc_EEMCSAregay_Msc_EEMCS
Aregay_Msc_EEMCS
 
Mps requirements specification
Mps requirements specificationMps requirements specification
Mps requirements specification
 
Scale The Realtime Web
Scale The Realtime WebScale The Realtime Web
Scale The Realtime Web
 
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEW
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEWSAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEW
SAP_BusinessObjects_4.x_Web_Intelligence_Advanced_Report_Design_092715_JBREVIEW
 
Researchproject
ResearchprojectResearchproject
Researchproject
 
Dissertation_of_Pieter_van_Zyl_2_March_2010
Dissertation_of_Pieter_van_Zyl_2_March_2010Dissertation_of_Pieter_van_Zyl_2_March_2010
Dissertation_of_Pieter_van_Zyl_2_March_2010
 
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...
Trinity Impulse - Event Aggregation to Increase Stundents Awareness of Events...
 
LMS Template RFP march11,2011
LMS Template RFP march11,2011LMS Template RFP march11,2011
LMS Template RFP march11,2011
 
Slr kitchenham
Slr kitchenhamSlr kitchenham
Slr kitchenham
 
Project appraisal system at APSFC
Project appraisal system at APSFCProject appraisal system at APSFC
Project appraisal system at APSFC
 
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...
Don't drive your Race car on a dirt track!! - Athresh Krishnappa, Scrum Banga...
 
Modern Agile Project Toolbox
Modern Agile Project ToolboxModern Agile Project Toolbox
Modern Agile Project Toolbox
 
3 openerp hr-book.complete
3 openerp hr-book.complete3 openerp hr-book.complete
3 openerp hr-book.complete
 
Design patterns by example
Design patterns by exampleDesign patterns by example
Design patterns by example
 
18 SharePoint Best Practice and In-Depth Methodologies - EPC Group
18 SharePoint Best Practice and In-Depth Methodologies - EPC Group18 SharePoint Best Practice and In-Depth Methodologies - EPC Group
18 SharePoint Best Practice and In-Depth Methodologies - EPC Group
 
dissertation
dissertationdissertation
dissertation
 
Naval op pln_nwp_5-01
Naval op pln_nwp_5-01Naval op pln_nwp_5-01
Naval op pln_nwp_5-01
 
A Systematic Review On Strategic Release Planning Models
A Systematic Review On Strategic Release Planning ModelsA Systematic Review On Strategic Release Planning Models
A Systematic Review On Strategic Release Planning Models
 

Kürzlich hochgeladen

Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.raviapr7
 
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptxSandy Millin
 
Practical Research 1 Lesson 9 Scope and delimitation.pptx
Practical Research 1 Lesson 9 Scope and delimitation.pptxPractical Research 1 Lesson 9 Scope and delimitation.pptx
Practical Research 1 Lesson 9 Scope and delimitation.pptxKatherine Villaluna
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...CaraSkikne1
 
Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.EnglishCEIPdeSigeiro
 
UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE
 
Benefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationBenefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationMJDuyan
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17Celine George
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxKatherine Villaluna
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxraviapr7
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxDr. Asif Anas
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesCeline George
 
General views of Histopathology and step
General views of Histopathology and stepGeneral views of Histopathology and step
General views of Histopathology and stepobaje godwin sunday
 
3.21.24 The Origins of Black Power.pptx
3.21.24  The Origins of Black Power.pptx3.21.24  The Origins of Black Power.pptx
3.21.24 The Origins of Black Power.pptxmary850239
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxheathfieldcps1
 
Quality Assurance_GOOD LABORATORY PRACTICE
Quality Assurance_GOOD LABORATORY PRACTICEQuality Assurance_GOOD LABORATORY PRACTICE
Quality Assurance_GOOD LABORATORY PRACTICESayali Powar
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfYu Kanazawa / Osaka University
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfMohonDas
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxSaurabhParmar42
 

Kürzlich hochgeladen (20)

Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.
 
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx
2024.03.23 What do successful readers do - Sandy Millin for PARK.pptx
 
Practical Research 1 Lesson 9 Scope and delimitation.pptx
Practical Research 1 Lesson 9 Scope and delimitation.pptxPractical Research 1 Lesson 9 Scope and delimitation.pptx
Practical Research 1 Lesson 9 Scope and delimitation.pptx
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...
 
Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.
 
UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024
 
Benefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive EducationBenefits & Challenges of Inclusive Education
Benefits & Challenges of Inclusive Education
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17
 
Finals of Kant get Marx 2.0 : a general politics quiz
Finals of Kant get Marx 2.0 : a general politics quizFinals of Kant get Marx 2.0 : a general politics quiz
Finals of Kant get Marx 2.0 : a general politics quiz
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
 
Education and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptxEducation and training program in the hospital APR.pptx
Education and training program in the hospital APR.pptx
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptx
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 Sales
 
General views of Histopathology and step
General views of Histopathology and stepGeneral views of Histopathology and step
General views of Histopathology and step
 
3.21.24 The Origins of Black Power.pptx
3.21.24  The Origins of Black Power.pptx3.21.24  The Origins of Black Power.pptx
3.21.24 The Origins of Black Power.pptx
 
The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
 
Quality Assurance_GOOD LABORATORY PRACTICE
Quality Assurance_GOOD LABORATORY PRACTICEQuality Assurance_GOOD LABORATORY PRACTICE
Quality Assurance_GOOD LABORATORY PRACTICE
 
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdfP4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
P4C x ELT = P4ELT: Its Theoretical Background (Kanazawa, 2024 March).pdf
 
HED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdfHED Office Sohayok Exam Question Solution 2023.pdf
HED Office Sohayok Exam Question Solution 2023.pdf
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptx
 

Module 4 best practice for tours