When your customer is checking their smartphone, how do you balance being polite with keeping them focused on your sales presentation?
Every time you meet a new prospective, you should quickly assess which personality type you’re working with and tailor your style accordingly. Do this and you’ll connect faster with your prospective customer to close the sale.
FOMO can be a powerful tool for new home sellers. No one wants to miss out on buying a specific house. No one wants to miss out on the best deal.
Once your new home sales presentation has been made, you take your prospective new home buyer back to emotion, the metaphorical right brain.
When selling a new home, ultimately you gotta talk turkey. What’s the cost? What’s my monthly mortgage going to be? And much more.
Have you noticed that when you tell a story about a new home, people stop and listen?
A unique selling proposition (USP) positions your story—perhaps a testimonial from a recent buyer, or something about the home or location you offer that’s unique to you.
Stimulate. Calm. These are two related, but contrasting, selling concepts that new home sales people should master.
The thrill of looking at new homes often trigger positive emotion, but beware of when the initial adrenaline wears off.
Using neuroscience can work to convert prospects into buyers. As a friend of mine explained it, the brain is naturally wired to consume information and make decisions in a certain flow. So when we follow the natural decision-making pathways of the brain, as sales people we can be more successful.
Want your home to sell quickly? Of course you do! And when you follow these seven must-do’s, you greatly improve the odds your home will not only sell fast, but will bring you top dollar.