In Home Sales Question

Originally Posted by BDiamond

I tend to not bring in a window until the very end. If I bring it in as soon as I ring the doorbell how do I know if they want to turn side-by-side double hungs into 1 double slider? I see and bring a double hung then I have to go back out and get a slider anyway.

Let's talk about needs, expectations, build some rapport and trust, find out what's neede and go get the product.

Buildsmart is right that keeping the emotion high is important. Remember people buy based on emotion. You ever have a demo where you show the price and ask for the sale and then they look at each other with the "well???" Look.....then no one says anything for a bit. Then the infamous, "We'll have to talk about it."

The reality is they do! They have to acknowledge to each other that it's okay to say yes. They have to decide his motorcycle and her aerobics classes can wait a year. Now it's LOGIC time.

People are hesitant to talk amount their finances and concerns with you sitting there. Go get the window. "Hey guys. Of course I want to show you the window. Why don't you talk amongst yourself without me gauking at you. I'm going to grab the window and if you like it and it's affordable great. If not then we'll all decide no go. I'll be right back."

So now they can discuss money and affordability. Then I come back and build a ton of excitement and desire for the product. If they decided the affordability is there they'll love the window and buy. If they thought the affordability isn't there they'll still emotionally want it when I'm done and they start coming up with ways to get something done.

Again, just a different take on it.

Originally Posted by welterweight

thats the old "porch light close". turn on the porch light when you ahve made your decision.