It seems to us that the confusion occurs when the sales meeting moves from the sales office to a new home. 

This could be a show home, a view unit, a completed home or a near complete home.

As a discipline, we encourage you to be really clear in answer to this question ‘Right now, am I Viewing or Demonstrating?’  First you need to know the difference!

• A great viewing will provide the customer with a good insight into the possible style and quality of home they may buy from you.  For you, it provides great talking points and enables you to get feedback and a real understanding of the customer’s likes and dislikes, real needs and wants.
• A demonstration is a planned and staged experience in a home (a home that is or is closest to what you want the customer to buy from you).  A truly engaging demonstration needs to be planned by you; the route you are taking, what you are going to say, how you are going to build commitment from the customer

We invite you to analyse how effectively you undertake a viewing and accompany the customer into a home that enables you to find out more about them and how what you have available will be best demonstrated to them.

We then invite you to perfect your demonstration of a home you want a customer to buy; being able to take your customer on an emotionally engaging journey of the home you want them to fall in love with.

Go on, get your sales structure sorted out!  View while qualifying and understanding your customer and demonstration after you have engaged their understanding of what the home you want them to buy will do for them.