Need a Secret Sales Weapon in New Homes Sales? Learn to Sell Your BuilderPosted by McKay Huber on May 17th, 2021 What makes one new house builder better than another new house builder? I mean, really, aren't they everything about the same? They use the identical forms of building materials, they typically offer new homes in similar price ranges in a similar size, and most builders incorporate some type of warranty or guarantee to backup their product, right? So, what is the problem about telling your home prospects your builder's story? Well, for starters, your builder's story is the secret sales weapon! Think about read more , your builder is the brand! OF COURSE you would like to tell your prospects information on your builder! Face it, not every home builders are set up equally! Let me provide you with a non-industry related example: if you want to go to the market, how would you find the store that you will shop? After all, most grocers offer exactly the same selection of canned food, produce, meats and other products, right? WRONG? My guess is that you simply will go to some specific food store for the 'brand'. You trust the emblem! You like the brand! You are loyal to the company! There is often a believe that Publix may be the dominating supermarket chain in Florida and there can be a reason Winn Dixie is closing stores quicker than you'll be able to say 'The Beef People'. It's by pointing out brand and what that brand represents to individuals. By selling your builder happened only gain credibility and trust using your prospects, you possibly can affiliate yourself having a brand that is much bigger than you're alone! So, exactly why do some sales agents have a difficult time selling their builder? My guess is because they don't truly know how to get it done properly without sounding as if they are reciting a speech they memorized for ninth grade graduation. Your builder's story needs to come naturally instead of as a Shakespearean soliloquy! Here are several tips to get you going! Three Tips to Selling your Builder: Always ask your prospects 'what is vital to you' inside a new home builder? This takes the pressure away from you together with lets you get some good very valuable information out of your buyer! Once Extensions Toowoomba answer the question, you can build your builder's story (no pun intended) to deal with these materials. If, for example, quality construction is a hot button, adapt your presentation to feature details about why YOUR builder provides the highest quality construction in the city! Use the pronoun 'WE' when talking about your builder. It isn't an 'us vs. them' scenario. I can't inform you how often in video shops I hear new home sales representatives saying: 'Well, I can always inquire if that change may be made'. Remember, yourself on exactly the same team as your builder. Use this in your favor. Do your homework - KNOW your Builder's Story! Know who the main element players are (by name), know once they opened for business, the number of homes they offer annually, the number of communities they build in, and what sets them builder aside from the rest! What will be look what i found (Unique Selling Proposition)? If you need help, call your marketing or sales director. Practice - do a little role-playing with other sales team members. Sales Managers - you may want to get this to a focus of an upcoming sales meeting. The more comfortable you're inside your delivery, better you become within your sales presentation! We all know that in sales, so that you can actually be successful, you have got to have confidence in the item or service you might be selling. In new home sales, that product is your builder! Make it your secret sales weapon!Like it? Share it! More by this author |