Incognito Journal

ARE YOU OVERLOOKING THE OBVIOUS?

Several weeks ago, I arrived early for a meeting with a client and caught myself mentally evaluating a salesperson who appeared to be winding up his presentation.  During a lull in their conversation, I heard the prospective buyer tell the agent he was ready to go to contract.  "I really do like what I've seen here," he said, "I love the floor plan, the golf course is perfect, and I can't imagine a more ideal home site."

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Become A Sales Enthusiast

When I evaluate a salesperson's performance I become a virtual participant, much like a die-hard sports fan on Sunday afternoon. Sometimes I'm a cheerleader; sometimes I'm the coach, and more often than not, I'm a little overzealous.  Case in point:  While watching a new home video shop my family once thought our youngest had mastered the potty when I shouted, "Yes!  She DID it!  I'm so PROUD of her!"  You could've cut the disappointment with a knife when they realized a sale had been closed. 

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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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Trial Closing "Could this work for you?"

Trial Closing

"Could this work for you?"

As a child, I loved listening to my grandmother talk about life in the late 1800's, and as I approached my teen years, was fascinated by her stories of how young people "courted" in those days.  As was typical of proper ladies in the Deep South at the time, dating took place on the front porch swing in the company of her rather large family.  My grandparents kissed for the very first time when they were pronounced man and wife!

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Sell Them The First Thing They See (In 20 seconds or less!)

Written by Nancy Luttrell

 SELL THEM THE FIRST THING THEY SEE

(In 20 seconds or less!)

 

When customers walk into your office, they are shopping for more than just a new home; they are shopping for the right sales professional to guide them through the process of finding and purchasing or building their new home.

What does this mean to you?  It means . . .

You are the first person they see and you have only 20 seconds to sell yourself!

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FOLLOW UP - If you’ve lost it, find it!

 Written by Nancy Luttrell

FOLLOW UP

If you’ve lost it, find it!

 

I’m currently in the market for a new car – something I’ve eagerly anticipated for more than a year.  Weekends one, two, and three were planned well in advance, my strategy being to visit those dealerships farthest out and work my way home.  Quite honestly, I never expected I would still be looking after weekend two.

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