Sales Performance in a Challenging Market
Over Fifth Avenue’s 38+ years working in the new home sales industry, the company has been exposed to a variety of market conditions. We know how to navigate both bear and bull markets. While over supply and the competitive pressures of a bull market are not ideal, our team has the experience and knowledge to generate sales momentum and ensure optimal revenues during these challenging market conditions. In fact, these challenging market conditions are really where the quality of our Sales Representatives and our commitment to professional development becomes truly apparent.
Every Fifth Avenue sales team member is required to work through our “sell-more sessions” a branded training program that provides team members with a set of skills and tools to win the sale regardless of market conditions. To ensure continued success, subsequent training focusing on selling is current market conditions is provided during our monthly sell-more sessions. While sales representatives appreciate favourable market conditions as the sales technique required is more about optimizing revenue and ensuring legal compliance, they also enjoy working in more challenging situations where they are able to use the set of tools and skills acquired.
In the past few years, market conditions have been favourable. However, prior to that certain markets saw an over supply of product putting downward pressure on pricing and making it a greater challenge to win the sale. The Ridge at Bose Farms is a great example of an offering that was faced with these challenges yet was a huge success. The developer supported marketing strategy was programmed to position the offering as “one-of-a-kind” and ensured sustained traffic while the sales strategy focused on having the Sales Team provide an exceptional sales experience and diligent follow-up.