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Mobile Homes for Sale Barre VT

How can a customer really know what you are selling, if you don't show them the value? If we don't demonstrate our product or model homes, the consumer will come away with a preconceived notion, on what the home is worth.

L S Realty
(802) 879-7158
161 Pearl St
Essex Junction, VT
 
Chenette Real Estate
(802) 264-1990
30 Kimball Ave Ste 201
South Burlington, VT
 
A C M Realty Inc
(802) 657-4188
86 Ethan Allen Dr
South Burlington, VT
 
O'Brien Brothers Agency Inc
(802) 658-5000
1855 Williston Rd
South Burlington, VT
 
R. JOHN & CO.
(800) 627-2484
139 Main St
Brattleboro, VT
 
Vermont Lodging Properties
(802) 453-6414
66 Court Street
Middlebury, VT
 
Pomerleau Real Estate Commercial Property Mgmnt
(802) 863-8210
69 College St
Burlington, VT
 
Bolton Charles Real Estate
(802) 864-0552
22 Patchen Rd
South Burlington, VT
 
Attacca Realty
(802) 862-9106
41 Country Club Dr
South Burlington, VT
 
Century 21 The Martin Agency
(802) 878-8176
195 Pearl St
Essex Junction, VT
 

Sell Value, Not Price

Sell Value, Not Price
Thu 05/01/08 11:08:13 am
by Jerry Rouleau

What is the biggest objection that sales people and customers have? In many cases, they say, "the price is to high". If the majority of the non-productive sales people had their way, they would get the builder to lower their prices and then give a discount. For some reason, sales people feel that if the price is lower, it will be easier to sell. That is not the case. Every price is too high, if the consumer does not understand the value. Many realtors try and sell the same way, thinking if they can get the consumer to lower their asking price, it will be easier to sell the home. Builders and sales people, who sell the least expensive product, generally don't stay in business very long. One reason is that the product is inferior. Secondly, they don't make enough money to stay in business. The top sales people in any organization are generally not the individuals that sell the lowest priced product.

How can a customer really know what you are selling, if you don't show them the value? If we don't demonstrate our product or model homes, the consumer will come away with a preconceived notion, on what the home is worth. When value is shown up-front, and how it benefits the customer, they start thinking that you are offering them a lot, for the money you are asking.

When consumers visit your model home, don't ever ask them if they want you to walk them through your model. That question should not be in your vocabulary. "Demonstrating" the model is the best way to find out about your customers and to sell value. Use your model homes effectively. If you are not selling value, and you sell the lowest price product in your market, you don't need a model home, all you need is a photo.

Understand, that not all customers buy on price. Some consumers start off asking about price, however as you find out more about them, you will discover that they have other items that are important to them: items such as quality, warranty, reputation, brand name, and service. Take time to find out about your customer. It's OK to ask about price early on. Find out what's important to them in the purchase of their new home. If price is going to be the only consideration and they are not interested in quality, service, reputation, warranty and brand names, then maybe you are talking to the wrong person.

Have you ever used the term, "more is less" ? Consider the following items: quality, warranty, reputation, brand name, and service. Why would these items be of importance? What are they worth? What is the long-term value of these items? Remember, the cheapest price is not always the least expensive. A consumer who buys a home for $10,000 less than your home, might end up paying more in the long run. Either their price really didn't include everything, or based on the quality, the customer will end up replacing items. What is the energy efficiency of your home compared to your competition? H...

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