SELLING OPTIONS
“It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter
Overview
While not all customers will need to fully understand the option program prior to purchasing, today’s buyers are becoming more aware of the features and options available for their home. This buyer wants to know what comes standard in the home and what is an option. GL Homes is uniquely positioned to offer more options and personalization than most builders. This characteristic gives you a tremendous advantage over the competition. In this chapter we will review the option process, how to best learn the product line up, and how to use the options to close the sale.
Key Measures
You should be comfortable with the option program offered for each floor plan. You should be able to identify the overall design the customer would like to achieve and the “all-in” or “total” price range they are comfortable with. Using this information, you will be able to field questions and put together an estimated options package. This will help you introduce the option process and give the buyer the additional confidence may need to make a decision.
The goal is to never lose a sale to uncertainty regarding the options available or the selection process.
Actions to Get You Started
As part of your training, you will need to complete the following
- Shadow and sit through 2 Color Orientation Appointments
- Learn how to print option book
- Review options selected in available spec homes and models
- Explore the design center and become comfortable with the location of each sample
- Review structural options available for each floor plan
- Give mock presentation of the design center to your manager
