Be Prepared
By the time you meet the customer, they have spent several minutes finding the sales center, filling out registration sheets and waiting for you to arrive. By this time, they are ready to see something. Make sure you are prepared to meet them.
- Have all your material ready prior to walking out to greet them. This makes the customer feel as if they are the most important person to you.
- Full Brochure with your contact information attached
- Up to date price sheets
- Current spec list
- If there is time, have the prospect registration in hand or Traffic card for return guests.
- Think about how you want to welcome the customer. This way you do not fumble through the opening
- During your initial meeting with the customer, tailor the pace of your presentation to the natural speed of your customer
