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PRESENTATION AND PLAN SELECTION

“Most people buy not because they believe, but because the salesman believes.” – Ben Feldman

6

YOU ARE READY

Putting Your Preparation to Work

The presentation element of the sales process is when you get to tell the customer all about your products. This section is where sales agents typically are the most comfortable. Naturally, we all like to talk about ourselves and show off what we have to offer. At this point in your process you have done the following:

  • Met the customer and portrayed yourself as someone that can help them
  • Qualified the customer to understand if your community is right for them
  • Gathered the details of what they are looking for

Based on the information you gathered from the qualifying section, present the homes and elements of the community that they are interested in. Remind the customer of the answers they gave to your questions; this drives home your connection to the buyer.

Helpful Tip: You do not have to show everything you know. Only show what you need to.

Tools for Your Presentation

The top sales agents capitalize on using the information they gather throughout the presentation to help them connect with the buyer and ultimately sell them a home. They can also make quick changes to the trajectory of their presentation as they uncover bits of information. Listen to what the customer tells you and act on the information.

    • Professionally printed brochures with floor plans, site maps, builder story and much more
    • Large topo table depicting the community site map
    • Large wall mounted floor plans with elevation renderings
    • Integrated touch screens with site map, community information and video tours
    • Full scale renderings of amenity center and display boards and community information
    • Professionally decorated model rows featuring most of the floor plans offered
    • Quick delivery homes equipped with well-appointed selections
    • Fully stocked, onsite design center
    • Standard feature display
    • User friendly website with floor plans and structural option exhibits
    • Access to an onsite manager, design consultants and construction directors