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Mobile Homes for Sale New Castle DE

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.

Re/Max Central
(302) 832-6400
Fox Run Shopping Ctr122 Fox Hunt Drive
Bear, DE
 
Re/Max Central
(302) 832-6400
Fox Run Shopping Ctr122 Fox Hunt Drive
Bear, DE
 
Moore Robert J
(302) 428-0673
3 W Hazeldell Ave
New Castle, DE
 
Richard Craig & Associates
(302) 478-4780
3512 Silverside Rd Ste 10
Wilmington, DE
 
Exit 1st State Realty
(302) 346-5000
17 S Dupont Hwy
Dover, DE
 
Long & Foster Real Estate, Inc.
(610) 212-2198
1055 E. Baltimore Pike
Media, PA
 
Emory Hill Real Estate Services Inc
(302) 322-9500
10 Corporate Cir Ste 100
New Castle, DE
 
Pawlowski Betty Real Estate
(302) 656-8108
5807 Kennett Pike
Wilmington, DE
 
Diamond State Management
(302) 283-1800
910 S Chapel St
Newark, DE
 

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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