ONE FLOOR PLAN, ONE LOT
“Most people buy not because they believe, but because the salesman believes.” – Ben Feldman
Determining the customer’s favorite floor plan and lot is the last step before you can start the closing process. Once the buyer confirms the floor plan and lot that they can see themselves living in, you can start to ask for the sale.
How to Get to One Floor Plan and One Lot
To determine this, simply combine of all the steps in the process. By the time you have reached this step you should have an idea of the best available options to offer the customer.
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- First, you qualified the customer and determined what they wanted in a new community and home. Using the information you uncovered, you were able to determine what they want.
- Then, you showed the floor plans and models that met the needs of the buyer. Still uncovering
additional information gathered here further helped you determine what the customer wants and eliminate what they don’t want. - You have driven the community and visited the amenity center, selling them on the lifestyle. You will further discover more and more details about the right home, hopefully solving the puzzle of which home will be right for them.
- Now, you will determine the floor plan that best fits their wishes and budget based on the conversations and information you have gathered throughout the presentation and tour.
- Based on the lot availability, they will choose the lot that meets their needs. Again, using the information you have gathered throughout the process, you will be able to highlight the top 2-3 lots that would accomplish this.
Now, you have the one plan and one lot you will sell them. At this point you will start to work towards the close.
There will be times when the customer has not narrowed down a floor plan or a lot that they like best. This is ok and is a great opportunity to showcase how well you have been listening and your expertise. Take time to give your opinion based on the details they have shared with you. Is there one plan or one lot you think would best fit their needs? Explain to them why. Confirm again what floor plan and lot is their favorite.
