Posted by
Lesley Roberts | 25.11.11
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 …
"Based on what you have told me so far, I think that I need to find you a home that has a, b, c (insert 3 key things you have heard the customer say they want in their new home)’
This is a great way to confirm to your customer that you have listened to what they want from their new home and that you are working to help them to find the best home for them. Planning in how to maximise your qualification and say less in response early in the meeting means that when you start presenting what you believe the customer will be most interested in, it is so much more powerful to them.
Not only does this show you have been listening and are genuinely interested in their needs, it also means that you avoid the ineffective habit of talking about everything you have available to focusing, plot specifically, what is relevant.
Being plot specific is key to your sales success. Introducing choices to your customer from the time you start presenting means that you are coaching their decision making behaviour and clearly guiding their buying decisions towards an available home on your site.
Be more plot specific - it will achieve more sales success