The
MANUFACTURED HOUSING GLOBAL NETWORK
Home     Privacy & Security     Contact Us    
 
What do you want to know about manufactured housing?
Manufactured Housing Web Search
Home Search     Forum Search     Business Search    


Financing   Buy A Home Sell A Home Repair & Renovation Free Classifieds   Forums Books Insurance

Residential Real Estate Agents Roswell NM

The biggest reason for a prospect not buying at the end of the presentation is because you have them in the wrong home! Any, or all, of the following reasons can cause this: it is the wrong floor plan, they don't like the décor, it doesn't fit their needs or wants, it's the wrong price, etc.

Re/Max Of Roswell
(575) 622-7191
110 E Country Club Rd
Roswell, NM
 
Re/Max Classic Realty
(575) 524-8788
2805 Doral Ct
Las Cruces, NM
 
Re/Max Of Taos
(575) 758-5400
723 Paseo del Pueblo Sur
Taos, NM
 
Re/Max Of Roswell
(575) 622-7191
110 E Country Club Rd
Roswell, NM
 
Re/Max Elite
(505) 798-1000
8300 Carmel Ave NESte 201
Albuquerque, NM
 
Century 21 Home Planning
(575) 622-0021
3117 N Main
Roswell, NM
Office Hours
8:30am - 5:00 pm

Re/Max Country Associates
(575) 544-4450
1410 S Columbus RdSte B
Deming, NM
 
Re/Max Western Heritage
(505) 281-4445
1917 NM Hwy 333Ste E
Edgewood, NM
 
Re/Max Of Los Alamos
(505) 662-6789
108 Central Park Square
Los Alamos, NM
 
Re/Max Bella Tierra
(575) 377-1919
10 N Angel Fire Rd
Angel Fire, NM
 

Closing Up Front

CLOSING UP FRONT
Sun 12/27/09 11:42:19 pm
by Grayson Schwepfinger

Graysi=on SchwepfingerThe biggest reason for a prospect not buying at the end of the presentation is because you have them in the wrong home! Any, or all, of the following reasons can cause this: it is the wrong floor plan, they don't like the décor, it doesn't fit their needs or wants, it's the wrong price, etc. The best way to handle any objections to not buying in the close is to not let them even come up. This may seem like a too simplified answer to a complicated problem, but it is true. If you can get the prospect to tell you, in detail, the following four things, then show a home that fits this criteria, there is no reason for the prospect not to buy.

1. What do they want and why do they want it? The want will tell you what to sell, the why will tell you how to sell it. 2. What do they need and why? Again, the need will tell you what to sell and why they want it will tell you how to sell it. 3. How much are they able to pay to achieve their wants and needs? I don't really care if they are willing to pay more than their debt ratio will allow. If I can't find a lender that will agree, it is a mute point and a lost sale. 4. How much are they willing to pay? Just because they have the ability to pay for any home you handle doesn't say they are willing to pay it.
In order to do this, it will be a byproduct of a well-presented, complete interview before any homes are shown. All of the resistance to letting you conduct a good interview is fear-based. As mentioned in a previous article, they are afraid that if you identify how confused they are about such a large purchase, you will take advantage of them. The two most difficult things to get sales people to do properly is to return to the office for the interview and to ask enough interview questions. To return to the office, ask "What can I sell you today?" (I like to make sure they understand why we have gathered here today) or if that is too heavy, ask "What can I interest you in today?" Then, regardless of what they say, tell them, "Fine, please, follow me." Turn and walk back to the office. In over 95% of the cases, they will not know where you are going and will follow you to your office. DON'T, DON'T, DON'T look over your shoulder! Ask "Do you mind if we go into the office first?" Then, tell them ''I can't show you anything until I get some questions answered." There are only two ways to motivate someone to do anything, particularly something they are seriously concerned about. One is to give them an advantage for them to do what you want them to. The second is to give them a penalty for doing what they want to do rather than what you want them to do. I'm sure you have heard an example of this from someone raising their child when they tell them, "If you do it, I will buy you an ice-cream cone, but if you don't...

Click here to read the rest of the article from mobilehome.com


© Copyright 2008 Express Network Solutions
Manufactured Housing Global Network

Page Cached @ Tuesday, 18th January, 2011 @ 02:00am

Served by checkov .xpr.com
@ 02:01:59