Overview
While not all customers will need to fully understand the option program prior to purchasing, today’s buyers are more aware of the features and options available for their home. This buyer wants to know what comes standard in the home and what an option is. You should be comfortable with:
- The option program offered for each floor plan
- Identifying the overall design, the customer would like to achieve and
- The “all-in” or “total” price range the buyer is comfortable with
Using this information, you should be able to field questions and put together an estimated options package. The goal is to build confidence in the options program and selection process.
Why Review the Options with Customers?
Being able to determine a customer’s estimated total purchase price is the key to selling the segment of buyers that want to know their “all-in” number. Getting this buyer to purchase a home prior to doing this is very difficult. That is why it is so important to be familiar with the option program and how to sell options.
- Try not to review every option available
- Ask the customer what they are looking for and find those options
- This process is not intended to replace the color selection process. It is an exercise to give the buyer the confidence to purchase knowing they can build the home they want.
When the buyer starts to select the options that will go into THEIR new home, they are hooked. Your chances of closing, if done right, will go up dramatically.