Move Your Buyers Into the Home!

This was an Awesome Lesson & It works like a charm!

This lesson Jason dared us to invite the customer to show us how they would use the home after their purchase.  Jason went on to explain that this process ties the customer to the home emotionally. In my experience I see buyers moving into homes emotionally with just about every buyer that purchases a home. The buyer will place furniture that they already own or measure for furniture they are planning to purchase. The customer claims that home in their mind before they actually own the home. In my past experience I try and move the customers into the homes I am showing them by suggesting they could use the home this way or that. But I really like Jason’s dare here because it allows the customers to be more pro-active in the emotional tie down to the home. The other thing it does is make my job easier by allowing the customer to sell themselves on the home I am showing. In my experience this week this technique worked great! I have several prospects that may not have made that attachment but are now solid prospects for my homes.

Remember: Keep it Short and Simple

KISS! Great Advise!

My Experience – This lesson really spoke to me this day and through out this week. Jason guided us through the process of talking with customers on the phone. One of the things I realize I hate doing. I’m not so much of a talk on the phone type of guy I guess.

What I Learned – Anyway, in this lesson he guided us through a structured conversation over the phone with sales prospects. This structure was broken down into 3 major points of conversation: what we have already discovered in the sales process of finding the client the home, what is next and when/how we can get that done. I realize that for some people this may be a “ya I got that” moment but for me this gives me a little more structure and a target to hit in the conversation.

The Results- While practicing this during the week I felt more comfortable talking with buyers on the phone. I had control over the conversation and the customer acknowledged that. This allowed me to set appointments in a structured and time effective manner.

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From this blog on I will try and break down my writings into a few different categories in order to keep my thoughts relevant and on target. I value my time as well as I am sure you do. So I will try and keep this on point and to the point.

My Experience – Will be just that and any thoughts I have on the week’s dares.

What I learned- The lessons that I found applicable in the week written in my own words (I find the easiest way for me to cement the lessons is to write them on the back of a business card or note card  and recite them a few times in the morning and during the down times of the day. Make sure you write them in your own words. Mine are in BOLD below.)

How it worked- The results I gained from practicing the dares. 

Week 1 of the 40 Day Sales Dare

From this blog on I will try and break down my writings into a few different categories in order to keep my thoughts relevant and on target. I value my time as well as I am sure you do. So I will try and keep this on point and to the point.

My Experience – Will be just that and any thoughts I have on the week’s dares.

What I learned- The lessons that I found applicable in the week written in my own words (I find the easiest way for me to cement the lessons is to write them on the back of a business card or note card  and recite them a few times in the morning and during the down times of the day. Make sure you write them in your own words. Mine are in BOLD below.)

How it worked- The results I gained from practicing the dares. 

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Week 1

=My Experience Over The Week=

The first week of this project has become profitable already. During this week working through the journal, the dares really focused my attention on being intentional on the sales process and remaining conscious of projecting my product in a positive light. In this process of new home sales it is vital for sales to be able to sell the dream of a new home as well as the home it self. There was a lot of wisdom in the dares and although they are not earth shattering it is something sales people often forget to practice and suffer for it.

=What I Learned=

-Don’t be negative or bring up the negative! >Do not be the sales person who qualifies people before showing them the homes. Let the customer become involved in the dream and get excited before we look into reality.

-Show them how great your homes are!> No one falls in love with a home that is perceived as an ugly duckling. So ask yourself, what is your perceptions of your homes? Are you selling the positive features of your homes or are you showing homes and battling the negatives? Can the customers see your excitement?

-Show them all you have! > Never ever ever disqualify a home for a customer based on what they tell you! Show them what you have and let them make the call! In life we all know that we do not buy the exact thing we want. We either find the closest thing to it or we find something we like better. How do we know what the customer will like better or will compromise on if we do not show them?

-Sell the Neighborhood > “What about the neighborhood?” In home sales how often have you been asked this question? Usually the sales person will rattle off a script about the HOA or Schools that they practice on every customer. What if we said “I’m glad you asked, lets go take a look!”, got them in your car and gave them the tour?

- FOCUS! >Be in the now with your customers! Let the other things melt away for the moment and focus on those looking for you attention.

-Follow Up! > Be your own boss and make you calls! If sales are down, why haven’t you called the leads you do have?

=How it worked=

This week practicing these dares I was able to take the sales process with every buyer further than my previous plans would take them. At the end of every buyer consultation I know that I have narrowed them down to a home, location and price or that I have shown them everything I have and I have exhausted all efforts. I find this approach to be a win-win situation. I win because I have cemented a relationship with the customer and shown them every home in my arsenal. The customer wins because they have received the best service possible and have been given all the information they need to make an informed decision. Plus, through this process I can see the customers that are not able to buy from me for whatever reason wish they could because of my performance for them.

What I hope to accomplish in The 40 Day Sales Dare

In this journey through the 40 Day Sales Dare I hope to get better with my day to day sales scripts resulting in a better conversion rate and more home sales. I would like to see through this program bring the ability to bring buyers to an emotional attachment faster than my current approach. Through this I hope to become a better sales person and a more successful career.

Beginning in Early November!

Follow me as I begin the 40 Day Sales Dare beginning in early November!