Incognito Journal

COMPARATIVELY SPEAKING

COMPARATIVELY SPEAKING

Talking About the Competition

People who are in the market for a new home ask a gazillion questions.  It's what prospectivebuyers do when preparing to make the largest investment in their lifetime.  As their sales counselor, you don't just answer their questions, you educate, motivate, and facilitate them every step of the way.  It's what you do to ensure your prospects are able to make a well-informed decision.

But is it risky talking to buyers about your competition?

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Selling Features and Benefits

Selling Features and Benefits

Anyone can walk through model homes with prospective buyers, pointing out bedrooms, bathrooms, cabinetry and cooktops, but a good sales professional knows there is a world of difference between showing a house and selling a home.

Today's new home buyers are looking to buy or build their dream home, in some cases, their forever home, and they are counting on you to convince them that your home is a better choice than the competition.  High on their list are features and benefits.

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