So often we see Sales Consultants falling into the classic mistake of talking about all that they have available on their site and even saying early on how much is yet to be built. 

If there’s one thing that kills urgency, it’s knowing that there is so much to be built that time doesn’t matter!

Our challenge to you is to be plot specific in your selling.  How can you talk about a specific plot early on with your customer until you know how it will suit their lifestyle and benefit them?.

Even if you have limited choice, it is far more effective to hold back what you know of your availability until you have qualified enough and are able to say something to your customer like …

This could be the biggest yet easiest change you make in your sales approach and we promise that if you stop overpresenting your information and underclosing, you will accelerate your sales – it’s worth mastering!

We see sales people overpresenting and underclosing, all you need to do is to flip the balance the other way!

Be more clever and concise in the presentation of your information and overclose; little and often – it’s the recipe for sales success.

High value product sales are based on both rational and emotional decision making.  You need to make sure that when and how you present what you know about your development and the home that is available for this customer to buy is tailored to the customer in front of you.  You really need to make sure that everything you say is valued by the customer so timing and explanation is key.

Here are 3 ways to improve your presenting and maximise your closing:

• Chunk your information so that you trade it with customers
• Practice a 2 for 1 qualification
• Practice tagging an effective question after every piece of information you give out

 Try to be really conscious of what you are doing to:

• Hold back your knowledge and impart it so that it is valued by the customer
• Tailor your presentation to match and meet the customer’s needs
• Use known information to gain commitment to the next step of your selling
• Maximise the use of your visual aids to gain understanding and commitment
• Create the customer’s dream
• Build trust with the customer by proving that you know what you are talking about
• Get the customer to give you more feedback so that you can gain their ongoing commitment

Give it a go!  Make some small changes to achieve a BIG difference in your selling.

Presentation is one of the 7 sales imperatives we work on with all the sales consultants we have the opportunity to coach  :

1. Presentation
2. Pride
3. Sales Ability
4. Commerciality
5. Being Market Aware
6. Sales Knowledge
7. Reporting and Administration

For us, your presentation is measured by how professionally you present yourself, how influential you are in controlling the presentation that the customer sees in your sales office, on your site and in any completed homes you have.  Essentially, we hold you responsible for everything the customer sees, hears and feels on your development.

Another aspect of presentation is in your actual selling.  How you present what you want your customer to buy.  Here are some tips to get you thinking about how you present and when you present.

Top Tip for you Today …

One of the common mistakes we see sales people making is that they present what they have to sell so quickly that even if it is absolutely the right home for the customer, it is presented too early to have credibility.

With every customer you meet in the next few days, be conscious and aware of how quickly you present what you have to sell.  The best time to say what you have is when you can link what you have available with what you have heard the customer say they want.  If you present too quickly, you are not Inspiring the customer to buy; all you are doing is just showing them what you have and you are better than that!

Practice showing you care about helping your customer to find a home that meets their needs and budget not just presenting what you have available.