In many markets, there are fewer people looking for new homes, so the competition to make a sale is heightened. As a result, we want to do everything we can to try to make a sale with anyone who walks through our front door – even if they really shouldn’t be there.
We know that people often don’t buy on the first visit, and we know that they are weighing the advantages, discounts, and incentives of our competition as they evaluate out product.
It’s easy to oversell. It’s easy to get caught up in the presentation and go all out to try to make a sale when there is none to be made.
We need to make sure that the people we’re working with really want we have to offer, that their needs match up with what we’re offering, and that we can process the sale. Otherwise, we won’t have anything productive to show for our efforts.
We can’t afford to treat everyone the same – showing everyone the same model in the same way while saying the same thing. A mechanical presentation just won’t do.
If we even hope to make a sale with someone, we must discover what they want and if they should even be looking at our homes at all. Not everyone who walks through the front door deserves a full-blown presentation. They may have expectations, a budget, or timing that just doesn’t mesh with what we offer.
A square peg doesn’t fit in a round hole no matter how much we might want it to, and a person who doesn’t like or doesn’t need or isn’t able to purchase one of our homes is just like that square peg.
* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.
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