KNOW YOUR STORY
“You have to tell a story before you can sell a story.” – Beth Comstock
Your 30 Second Pitch
The way you present information to the customer will set the tone for how they connect with the home and community. Using the natural flow of storytelling to paint a picture of the information rather than providing facts, helps the customer connect to you and the community.
The top sales agents use similar stories or pitches each time they present the information, tailoring them slightly to meet the interest of the customer. Mastering a good pitch will help you seamlessly transition this information into your presentation.
You should have a 30-second pitch for each of the following:
• An overview of the general area where the community is located
• The GL Homes builder story
• Your community summary and what makes it unique
Connect Emotionally
Most customers make a purchasing decision based on some level of emotional connection. This is true for all of us, especially when we purchase high priced items, such as a home. Think about what you know about your product and how you can tell a story to connect with the customer.
• How will the customer feel in their new home?
• What will life be like in the new community?
• What type of friends and sense of community will they feel in their new home?
• How does it feel to upsize or downsize?
• How will they feel financially with a different payment?
• How can you connect with the customer to make the sale?
Please Complete the Following Worksheets
Create Your 30 Second Pitches
Download and complete the below forms to use what you have learned so far and create your 30 second pitches.