Advanced Industrial Real Estate Sales Strategy

Overall Training Objectives:

1.Empower sales teams to sell industrial plots and zones based on both technical specs and long-term investment value.

2.Elevate USP communication through tailored financial models and operational advantages.

3.Improve deal structuring through better understanding of buyer motivations, business cases, and long-term site value.

4.Integrate feasibility advisory into the sales process to help close and scale deals faster.

5.Strengthen stakeholder trust by aligning developer offerings with client business objectives and industrial strategy.

Day 1: Market & Product Mastery

Module 1: Industrial Real Estate Market Fundamentals

•Key players, ecosystem, and local/regional trends

•Demand drivers: manufacturing, logistics, e-commerce, green industry

•Buyer personas and their needs

Module 2: Product Deep Dive & Technical Selling

•Zone masterplanning and layout interpretation

•Land classification, power and infrastructure specs

•Translating technical features into commercial benefits

Day 2: Sales Strategy & Conversion

Module 3: Industrial Sales Strategy Design

•Market segmentation and prospect profiling

•Go-to-market (GTM) plans and pricing strategies

•Activation of government support (IDA, GAFI, etc.)

Module 4: Lead Qualification & Conversion Mastery

•Industrial business pain points and decision cycles

•Consultative selling for factories and logistics operators

•Objection handling: infrastructure, title, regulations, competition

Day 3: Brokerage & Channel Development

Module 5: B2B Relationship Building & Key Account Management

•Managing long sales cycles and complex client structures

•Retaining anchor tenants and building reference cases

•Enhancing CLTV (Customer Lifetime Value)

Module 6: Brokerage & Investment Channel Development

•Brokerage onboarding, training, and motivation

•Structuring global partnerships and foreign trade facilitation

•Using REITs, industrial funds, and public-private partnerships (PPP)

Day 4: Deal Structuring & Closing Excellence

Module 7: Industrial Sales Negotiation Skills

•Payment terms, land delivery conditions, licensing assistance

•Designing commercial terms for multinationals vs local SMEs

•Case-based workshops on successful closings

Module 8: Legal, Compliance & Deal Finalization

•Contract terms, legal due diligence, zoning regulations

•Milestone-based build and handover commitments

•Post-sale client onboarding process

Day 5: Investment Modeling & Feasibility Advisory

Module 9: Designing Customer-Side Feasibility Studies

•Cost of industrial setup: CAPEX, OPEX, utilities, workforce, transport

•Customizing feasibility templates for different industries

•Financial metrics: ROI, IRR, breakeven, payback period

Module 10: P&L Modeling for Industrial Clients + Strategic USP Building

•Creating sample P&Ls for factories/logistics operators

•Building industrial zone USPs around efficiency, cost, logistics, and utility access

•Using financial advisory as a sales tool

•Tools for consultants and sales reps to use in pre-sales advisory