In all of our work with sales consultants, there are 3 vital elements of the sale that we recommend happen when the customer is emotionally engaged in the home you are directing their attention to.

Here are the 3 elements that we recommend you include in your demonstration, each helps the customer in their decision making and helps you too.

3 essentials to build into every home demo

1. Take time in the journey to clarify the financial plan and what needs to happen in order for a sale to proceed.  As you are discussing the possibilities of a home with the customer and they are engaging with you try this ‘now is probably a good time for us to revisit how you will finance this/a home here’.  Take a few minutes to really understand how the purchase will be financed and what needs to happen to confirm the customer’s financial affordability
2. Find the moment to explain the Reservation Process – make it sound easy – a Hop > Skip > Jump!  Don’t over complicate the process of buying, make it sound easy.  Give the customer the language of buying so that when you ask them ‘what their next step is’, they feel equipped to move forward
3. Reduce how often customers say ‘I need to go away and think about it’ by planning in your demonstration to leave the customer alone for a few moments – time for the customer to make their internal buying decision. 

Small changes to make a BIG DIFFERENCE is what we are all about
We hope you commit to trying these ideas out –
we know they work and will help you to achieve more sales

We work with lots of sales people who genuinely believe that they have done everything with a customer that they possibly could have and cannot put their finger on why a customer who could buy just didn’t.

We know that one of the reasons that people who can buy don’t buy is because they can’t reconcile the price you are asking with the value of the home.

Coaching your customer to understand the value and impact that their new home will have on their lifestyle is a key responsibility of your role. 

Telling the customer what you know about your development, the local area, the home you are selling and how much you think the customer will love living here is just not enough.

We recommend that from today, you start crafting powerful phrases to use with your customers; PowerPhrases that will provide your customer with real clarity on how what you are talking about will add real value to their life.

Here are some areas you can start crafting PowerPhrases for:

• Make your brand valuable to the customer
• What has been designed into the home that will add value to the customer when they live in it?
• How will the customer benefit from the build warranty they get?
• How will your company’s Customer Care add value to buying from you?
• Educate your customer to the sustainability and build technology that will add value to your customer
• How does the customer benefit from what you are demonstrating over what else they may have seen in other properties?

You need only 3 or 4 PowerPhrases in each of these areas, and then you need to practice dropping them in throughout the sales route you take with each customer.

Keep adding value to your customer all the way