249 Turbot Street Brisbane QLD 4000 

The Purpose

In 2023 we saw a real struggle from many of our NHC and in many cases, our Franchise Owners, to sell with confidence and to maintain the same conviction they had shown previously.

On the back of a huge shift in the selling style brought on by Covid and then the huge influx of orders and urgent buyers who were focused on securing 25k of government stimulus funding, we saw a departure from many of the proven and effective selling skills that had made up the G.J. sales process and were taught in the ASE Yr 1 program.

During 2023 the huge gap between our high performers and our poor performers was identified to be distilled down into 5 key areas,

1. An ability to sell high value contracts and communicate confidently an increase in build values

2. Belief in the brand, our value and our process

3. The confidence to control the sales process and in particular, setting the right expectations right from the initial engagement with a prospect

4. Sticking to the proven best-practice process developed by G.J. Gardner, that includes attention to each of the 4 stages, customer intimacy, site visits, in-depth discovery and effective presentation of our designs and proposals

5. The conviction and confidence to handle objections effectively and then ask for commitment from the prospect

It was also identified that many of our NHC had attended the ASE Yr 1 up to 5 years previous and so a higher level refresher was required and requested by our Regional Manager, Masters and Franchise Owners.

Sales was identified as the number 1 priority for both VIC/TAS and QLD in the last quarter of 2023 and the program was also requested and assisted by the South Australia Masters.

Program Overview

This program is designed to reinforce, refresh and refine the principles and methods of selling that differentiate G.J. Gardner from other build companies. It will establish credibility and build confidence through principled and authentic communication, best practice selling skills and attention to following and controlling the sales process.

What will be Taught

• What are the principles behind the G.J. way of selling and why they are so important

• Why setting clear and confident expectations early enhances and speeds up the sales process and reduces objections, stalls and conflict

• Features - Advantages - Benefits - how to clearly communicate our value proposition

• Effective use of our introduction and discovery stages in the sales process

• The principle of Pain/Gain and its motivational value

• Objection Handling - role play/practice

• Effective use of the G.J. system 

• The non-negotiables that make G.J. Gardner unique