When someone visits your new home sales center, most of them are doing so because they are considering purchasing one of your new homes. They may never get past the consideration stage for a number of reasons, but this is where most people start. Some have no interest in a new home at all and visit your model center purely for the sport or entertainment value of looking at model homes.
However, some people are actually serious candidates to purchase a new home from you - or another builder that builds a home similar to yours.
The question you must ask yourself - and then have an answer you can defend - is why someone should be impressed with the homes you offer and why they would want to own it - to the exclusion of other homes that might be available to them.
If you can't honestly and enthusiastically determine why your homes are a good value for someone, why they offer an excellent design, and why your particular community location (even though it might be right next to another builder) is something someone would want to own and live in, you are going to have a very difficult time of making sales.
You must believe - and then be able to persuade your customers - that your builder, design, quality, included features, and the total package is the best available in the marketplace for its size and price.
You have to be totally convinced - without any wavering - that you absolutely offer the best home and value proposition on the market for the size, price point, floor plans, and location you offer. As long as someone can use and likes what you offer, there should be no stopping you in your enthusiasm to help them acquire it.
You won't make a sale every time, but it won't be because you don't believe in what you are doing.
Learn about my new home sales training programs or find out how to get copies of my sales books for new home sales and universal design by visiting my website at stevehoffacker.com, or call 561-685-5555. © Steve Hoffacker.