SHOW WHAT YOU KNOW
“You have to tell a story before you can sell a story.” – Beth Comstock
Example Scripts
There are many times that you will be able to share what you know with the customer.
Here are a few examples of how to use your knowledge in practical settings.
During the Initial Presentation
“Mr. and Mrs. Smith, based on what you are telling me, I think Valencia Cay would be a perfect fit for you. We offer an unbelievable amenity center with a full-time social director and restaurant. Our lifestyle calendar is full of the events you were asking for such as…”
During the Model Tour
“Mr. and Mrs. Smith, this is the Carlyle model, the second home we discussed. I want to start by showing you the kitchen. You said that you were interested in a large open kitchen… this kitchen is exactly what you were describing, it features… “
During a Site Drive
“As I mentioned before, GL Homes is a trusted builder. I want to point out a few things that make us unique. Notice how clean our site is, it is hard to believe we have over 100 homes under construction. We have installed mature landscaping at the entrance and down the spine road. Isn’t this beautiful? Let me show you the…”
During Option Presentations
“You mentioned your budget was $500,000. Looking at what options you are interested in I think we can get everything you want in the home and still hit your budget. Let’s start by picking out your cabinets. This is our level III white cabinet, it has…”
