Dive into the Details
Successfully pulling small details often makes the difference between making the sale and not. In any sales encounter, your goal is to find the plan and lot that meets the customer’s living needs and budget. Know each plan and what makes them different and the full picture of what lots are available in your community. Make sure you can answer the following:
- Do you know what makes each floor plans unique?
- What plans sell best and why?
- Can you describe the features showcased in each model?
- Do you have the site map memorized? Do you know what is available and what is sold?
- Are you up to date of all available spec homes and the options selected for each?
- Do you know the development stage of each parcel?
- Do you know the stage of construction for each of your sold homes?
- Are you familiar with the lifestyle in your community? Do you know what events are going on and what your customer will be able to enjoy?
