LEARN YOUR PRODUCT
“You have to tell a story before you can sell a story.” – Beth Comstock
Overview
The first step in becoming a top sales agent is to learn your product. By doing so, it gives you the confidence to go through the sales process with ease. Confidence is one of the key components of what makes a sales agent successful.
Key Measure
You should be able to depict the homes, community, and the surrounding area with ease. Strong sales agents can focus and actively engage with customers as they uncover their needs and work through their objections. There is a tremendous amount of power that comes from being able to paint a beautiful picture of the lifestyle a homeowner will have while living in the community.
Your goal is to be perceived as an expert of the community and the person that can help the customer achieve their goals.
Actions to Get You Started
To understand the full picture of what you are selling, start by looking at the big picture and then drill into the details.
- Drive the area, try out the local restaurants, ask the locals about the unique parts of town
- Think about what attracts people to the area and how you can best describe those qualities
- Create preferred directions for customers to take to areas you recommend. Are there areas you want them to pass? Is there a direction you want to avoid?
- Who is your main competition, how will they affect the way you will sell?
- Review the marketing material and website
- What is the intended design of the community and what lifestyle will be offered?
- Drive the site and explore the entrance features and amenities
- Understand the overall site plan and understand the lot availability. Review the details of each type of lot.
- Examine the amenities being offered in the community, including the amenity center and design elements, such as walking paths, paseos, and entrance features
Please Complete the Following Worksheets
A VIEW FROM THE TOP
To get a better understanding of the location of your community and the surrounding area, complete the below worksheet. Remember, having a comprehensive grasp of the lifestyle that your customers will experience when they move to the area helps you develop your story.
YOUR COMMUNITY
Every GL Homes community is meticulously designed and created for the best use of its land and the overall experience for its residents. It is imperative to know how the details of your community will be best suited for each customer. Remember, not all details are important to everyone. Your job is to uncover what makes your community special for the buyer. Knowing every element helps you depict a story that captures the interest of your customers.
YOUR BUILDER STORY
There is power in your ability to convey the GL Homes story and what makes us different from the rest. Your customers will frequently ask the question, “What makes you different from the builder down the street?” or “No I have not heard of GL Homes, tell me about yourself.” In this section, take a moment to review the answers to these questions and start the process of constructing your 30-second builder story.