Hot Prospects

Don't let indecision cool a sale.

3 MIN READ

Tap into customers’ motivations for buying

By asking insightful questions and listening to the answers you will discover why these prospects are visiting you in the first place. Listen beyond the answers for the real motivators. Never underestimate the power of the human ego as a key buying motivator. Once you determine what a client’s fear, pain, or pleasure is all about, continue to bring it up during your sales process and attach it to each product and feature of your presentation.

Validate clients’ needs with ongoing questions

Your job is to match their needs with your product. The only way to do this is to continue to ask questions and validate each response they give you, as this will reassure them they are making good decisions.

Close the sale in many ways

Ask for a commitment from the very beginning. Most salespeople do not do this for fear they are being pushy or intrusive. Get over it. With a skillful mastery of the sales process you will eliminate buyer indecision. Remember there is no single closing question or process that is a magic bullet. Use many different closing strategies.

Speak the language of ownership

Speak in terms of, “when you own this home …” “when you move into this home …” “as an XYZ Company homeowner, you are entitled to …” or “you will be proud to protect your investment.” Ownership vocabulary places your prospective buyer in the mindset of possession.

Acknowledge the obvious

It is perfectly acceptable to acknowledge that the homeownership process can sometimes seem overwhelming, especially for custom home buyers. Dispel fears by acknowledging this fact: “Because of the many decisions homeowners must make, sometimes people don’t want to go through the process. However, I am here to answer any questions you may have about becoming a new XYZ Company homeowner and to help make the process as easy for your family as possible. Now, where would you like to start?”

Keep your prospects fully engaged to prevent indecision and you’ll have won the battle against your most stubborn opponent.

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