Sales Process Overview

Introduction

This document outlines the complete sales process for outbound calling to property developers. The process is designed to guide you from initial contact through to closing and follow-up, ensuring consistent results and professional execution.

The 6-Stage Sales Process

Our sales process follows a proven 6-stage framework specifically adapted for property developers:

  1. Prospecting - Identifying and researching potential developers
  2. Qualification - Determining if they're a good fit using MEDDIC framework
  3. Discovery - Understanding their specific challenges and goals
  4. Presentation - Presenting our solution that addresses their pain points
  5. Closing - Securing commitment and next steps
  6. Follow-Up - Maintaining engagement and moving deals forward

Stage 1: Prospecting

Objective

Identify property developers who are actively selling off-plan properties and could benefit from our marketing solutions.

Key Activities

Research Phase:

  • Identify developers with active off-plan projects
  • Research their current marketing approach (website, social media, listings)
  • Note project details: location, size, target demographic, stage of development
  • Identify decision makers (marketing director, sales director, project manager)

Preparation Phase:

  • Review their website and recent projects
  • Check their current marketing materials (3D renders, videos, photos)
  • Note any gaps or opportunities (generic renders, lack of videos, no AI elements)
  • Prepare personalized opening based on research

Target Criteria:

  • Developers with active off-plan projects
  • Projects in pre-sale or early construction phase
  • Developers using traditional marketing (generic 3D renders)
  • Companies with multiple projects or portfolio

Timeline

  • Research: 5-10 minutes per prospect
  • Preparation: 2-3 minutes before each call

Success Indicators

  • You can reference a specific project or marketing material
  • You understand their target demographic
  • You know who the decision maker is
  • You have a personalized opening prepared

Stage 2: Qualification (MEDDIC Framework)

Objective

Determine if the developer is a qualified prospect using the MEDDIC framework.

Key Activities

MEDDIC Qualification:

  • Metrics: Understand business impact - how many units, sales velocity, conversion rates
  • Economic Buyer: Identify decision maker and budget authority
  • Decision Criteria: What they evaluate when choosing marketing providers
  • Decision Process: How they make purchasing decisions, timeline, stakeholders
  • Identify Pain: Specific challenges with current marketing approach
  • Champion: Internal advocate who will support your solution

Questions to Ask

Metrics:

  • "How many units are you currently marketing?"
  • "What's your typical sales cycle from first inquiry to deposit?"
  • "What conversion rate are you seeing from marketing materials to actual viewings?"

Economic Buyer:

  • "Who makes the final decision on marketing providers?"
  • "What's your typical marketing budget per project?"
  • "Do you have budget allocated for this project's marketing?"

Decision Criteria:

  • "What's most important to you when choosing a marketing provider?"
  • "What would make a marketing solution stand out to you?"
  • "What didn't work with previous providers?"

Decision Process:

  • "How do you typically evaluate new marketing solutions?"
  • "Who else is involved in the decision-making process?"
  • "What's your timeline for getting marketing materials ready?"

Identify Pain:

  • "What challenges are you facing with your current marketing?"
  • "Are buyers struggling to visualize themselves in your off-plan properties?"
  • "How are you differentiating your projects from competitors?"

Champion:

  • "Who on your team is most frustrated with current marketing limitations?"
  • "Who would benefit most from faster, more engaging marketing materials?"

Timeline

  • Initial qualification: 3-5 minutes
  • Deep qualification: 5-10 minutes (if they're engaged)

Success Indicators

  • You've identified the decision maker
  • You understand their pain points
  • You know their timeline and budget
  • You have a potential champion
  • They meet minimum qualification criteria (active project, budget, decision authority)

Red Flags (Disqualify)

  • No active off-plan projects
  • No budget allocated
  • Decision maker not accessible
  • Timeline too far out (6+ months)
  • Already committed to another provider with long-term contract

Green Lights (Highly Qualified)

  • Active project launching in next 1-3 months
  • Budget confirmed and available
  • Decision maker engaged in conversation
  • Expressing frustration with current marketing
  • Multiple projects or portfolio opportunity

Stage 3: Discovery

Objective

Deeply understand their specific challenges, goals, and situation to tailor your solution presentation.

Key Activities

Pain Discovery:

  • Uncover specific pain points with current marketing
  • Understand buyer behavior and challenges
  • Identify competitive pressures
  • Discover timeline pressures and deadlines

Goal Discovery:

  • What outcomes are they trying to achieve?
  • What would success look like for this project?
  • What metrics matter most (sales velocity, conversion rate, premium pricing)?

Situation Discovery:

  • Current marketing approach and providers
  • What's working and what's not
  • Resources and constraints
  • Previous experiences with marketing providers

Discovery Questions

Current State:

  • "Walk me through your current marketing process for off-plan properties."
  • "What marketing materials are you using right now?"
  • "How are buyers responding to your current materials?"
  • "What feedback are you getting from potential buyers?"

Pain Points:

  • "What's the biggest challenge you're facing with marketing off-plan properties?"
  • "Are buyers having trouble visualizing themselves in the space?"
  • "How are you differentiating your projects from competitors?"
  • "What's not working with your current approach?"

Desired Outcomes:

  • "What would ideal marketing materials look like for this project?"
  • "What would make the biggest difference in your sales process?"
  • "If you could solve one marketing challenge, what would it be?"
  • "What would success look like for this project's marketing?"

Timeline and Urgency:

  • "When do you need marketing materials ready?"
  • "What's driving your timeline?"
  • "What happens if marketing materials aren't ready on time?"

Timeline

  • Discovery phase: 5-10 minutes
  • Should feel like a conversation, not an interrogation

Success Indicators

  • You understand their specific pain points
  • You know what outcomes they're seeking
  • You can connect their pain to your solution
  • They're engaged and sharing information
  • You've built rapport and trust

Stage 4: Presentation

Objective

Present MarketMy.Properties solution in a way that directly addresses their specific pain points and goals.

Key Activities

Connect Pain to Solution:

  • Reference specific pain points they mentioned
  • Show how our solution addresses each one
  • Use their language and terminology

Present Value Proposition:

  • Lead with differentiation (AI avatars, emotional connection)
  • Highlight speed (3 days per layout vs. weeks)
  • Emphasize cost savings (10x less than traditional methods)
  • Show comprehensiveness (complete marketing suite)

Use Specifics:

  • "3 days per layout" not "fast delivery"
  • "10x cost savings" not "affordable"
  • "Unlimited renders" not "many images"
  • "AI avatars matched to your demographic" not "visual elements"

Presentation Framework

Opening (Connect to Their Pain): "Based on what you've told me, it sounds like [their specific pain point] is your biggest challenge, and [their goal] is what you're trying to achieve. Is that right?"

Solution Presentation: "Here's how we solve that. Most developers face the same problem: their 3D renders look identical to every other project, so buyers can't visualize themselves living there. We solve that with AI avatars - realistic human characters matched to your target demographic - that help buyers emotionally connect with your off-plan properties before they're built."

Key Differentiators:

  1. AI Avatars: "Instead of static renders that buyers scroll past, you get engaging videos and images where buyers see themselves living in the space. That emotional connection drives faster purchase decisions."

  2. Speed: "We deliver everything - 3D renders, videos, floorplans, and AI avatars - in 3 days per layout, compared to weeks with traditional video production."

  3. Cost: "At a fraction of what traditional video production costs - about 10x less - while delivering premium results."

  4. Comprehensive: "Everything you need in one service: unlimited images, videos, renders, interior design, staging, and AI avatars. No per-asset costs, no surprises."

Address Their Specific Situation:

  • If they mentioned timeline pressure: "The 3-day delivery means you can have materials ready for your launch date."
  • If they mentioned cost concerns: "At €2,588 for the Essential Package or €3,288 for Complete, you're getting premium results at a fraction of traditional costs."
  • If they mentioned differentiation: "AI avatars are unique in the market - no other provider offers this emotional connection element."

Timeline

  • Value presentation: 3-5 minutes
  • Keep it concise and focused on their specific needs

Success Indicators

  • They're asking questions about the solution
  • They're expressing interest or curiosity
  • They understand how it addresses their pain points
  • They're considering it as a viable option

Stage 5: Closing

Objective

Secure commitment to next steps that move the deal forward.

Key Activities

Identify Buying Signals:

  • Asking about pricing or packages
  • Asking about timeline or process
  • Comparing to current provider
  • Expressing interest or approval

Soft Close Techniques:

  • Trial close: "Does this sound like something that could help with your challenge?"
  • Assumptive close: "When would you like to get started?"
  • Alternative close: "Would you prefer the Essential Package or Complete Package?"
  • Timeline close: "To meet your launch date, we'd need to start by [date]. Does that work?"

Handle Objections:

  • Listen fully to the objection
  • Acknowledge their concern
  • Provide information or reassurance
  • Re-close on next steps

Closing Scripts

If They're Interested: "Great! To get started, I'd like to schedule a brief call to discuss your specific project details and show you some examples of our work. Are you available for 15 minutes this week?"

If They Need to Think: "I understand you want to consider this. What specific questions or concerns do you have? I'd be happy to address them now, or we can schedule a follow-up call."

If They Want to Compare: "That makes sense. What other providers are you considering? I'd be happy to show you how we compare, especially on the AI avatar differentiation and speed of delivery."

If Price is a Concern: "I understand budget is a consideration. Let me show you the ROI: at €2,588 for Essential or €3,288 for Complete, you're getting premium results that typically cost €20,000-€30,000 with traditional video production. Plus, the faster sales cycle means you recoup the investment quickly. Would you like to see a breakdown?"

Next Steps Options

  1. Demo/Examples Call (15-20 minutes)

    • Show examples of our work
    • Discuss their specific project
    • Answer detailed questions

  2. Proposal/Quote (if they're ready)

    • Provide detailed package information
    • Custom pricing if needed
    • Timeline and deliverables

  3. Follow-Up Call (if they need time)

    • Schedule specific date/time
    • Send additional information
    • Stay in touch with value

  4. Referral (if not a fit)

    • Ask for referral to other developers
    • Maintain relationship for future projects

Timeline

  • Closing phase: 2-3 minutes
  • Should feel natural, not pushy

Success Indicators

  • Next step is scheduled
  • Clear timeline established
  • They're committed to moving forward
  • You have a specific follow-up plan

Stage 6: Follow-Up

Objective

Maintain engagement, provide value, and move deals forward through consistent follow-up.

Key Activities

Immediate Follow-Up (Within 24 Hours):

  • Send thank-you email referencing conversation
  • Include relevant information or examples
  • Confirm next steps if scheduled
  • Add to CRM with full notes

Ongoing Follow-Up:

  • Provide value (insights, case studies, market data)
  • Check in on timeline and decision process
  • Address any new questions or concerns
  • Maintain relationship even if not ready now

Follow-Up Sequences:

  • Day 1: Thank-you email with relevant information
  • Day 3: Value-add email (case study, insight, market data)
  • Day 7: Check-in call or email
  • Day 14: Final check-in before moving to nurture
  • Monthly: Nurture sequence for long-term prospects

Follow-Up Best Practices

  1. Always Provide Value: Every touchpoint should offer something useful
  2. Reference Previous Conversation: Show you were listening
  3. Respect Their Timeline: Don't push if they said "not now"
  4. Stay Top of Mind: Regular, valuable touchpoints
  5. Know When to Stop: If they're clearly not interested, move to nurture

Timeline

  • Immediate follow-up: Within 24 hours
  • Ongoing follow-up: Based on their timeline and interest level
  • Nurture sequence: Monthly for long-term prospects

Success Indicators

  • They're responding to follow-ups
  • They're engaging with content
  • They're moving through decision process
  • Relationship is maintained even if not ready now

Process Timeline Summary

Typical Sales Cycle:

  • Initial call: 10-15 minutes
  • Qualification and discovery: 5-10 minutes
  • Presentation: 3-5 minutes
  • Closing: 2-3 minutes
  • Total call time: 20-33 minutes

Follow-Up Timeline:

  • Immediate: Within 24 hours
  • Short-term: 3-7 days
  • Medium-term: 2-4 weeks
  • Long-term: Monthly nurture

Key Success Factors

  1. Preparation: Research before every call
  2. Listening: Discovery is about understanding, not pitching
  3. Personalization: Connect everything to their specific situation
  4. Value First: Always lead with value, not features
  5. Consistency: Follow up consistently and provide value
  6. Documentation: Track everything in CRM for continuity

Common Mistakes to Avoid

  1. Talking Too Much: Discovery requires listening, not pitching
  2. Generic Presentations: Always tailor to their specific pain points
  3. Rushing to Close: Build rapport and understanding first
  4. Ignoring Red Flags: Disqualify early to save time
  5. Poor Follow-Up: Consistency is key to moving deals forward
  6. Not Documenting: You'll forget details without good notes

Next Steps