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