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For More Information Please Contact:

2300 Glades Road, Suite 207E
Boca Raton, FL 33431
Phone: 561-368-1151

Don't Forget To Visit Our Website:

http://www.newhomespecialists.com

Read Another Closing Technique From My Book "Smart Selling Techniques" Then Visit Our Website At http://www.newhomespecialists.com To Learn More

 

Situation:


Immediately after you show or demonstrate the very first model, floor plan, home site, open house, or completed home.

Strategy:

Pose discovery questions while at the same time asking for the sale by qualifying the customers choice or preference.

Rationale:

People shop using the process of elimination.We want to consciously take them through the process. A customer's response to any question will be a decision - Yes, No, Maybe. These first three techniques lead the customer through the process of elimination.


For More Information Please Contact:

2300 Glades Road, Suite 207E
Boca Raton, FL 33431
Phone: 561-368-1151

Don't Forget To Visit Our Website:

http://www.newhomespecialists.com

Spring Is In The Air - Time To Boost Your Sales - Focus On New Home Sales!!!!!

Situation:

The customer say that they are look at resales .

Strategy: 

Cause the customers to think about what resale really is.

Rationale:

For most home builders, the resale market is your biggest competition. Accentuate the value of a brand new home and plant a seed of doubt.

For More Information Please Contact:

2300 Glades Road, Suite 207E
Boca Raton, FL 33431
Phone: 561-368-1151

Don't Forget To Visit Our Website:

http://www.newhomespecialists.com

How To Answer Complicated Questions Correctly - Try These Proven Tips

 

 Situation:

The customers ask questions such as "What kind of people live here?"  or "Whats the ethnic make up of the neighborhood?"


Strategy:
Be tactful with your answer and maintain a positive additude


Rationale: 

Make absolutely sure that you don't violate federal law.

Example:

Q - What kind of people live here?

A- nice (happy) people. I'm curious, why do you ask?

 (Listen to what they say and how they say it.) Respond with:
"Well, according to Federal law, Namely the Civil Rights Act and the Fair housing Act,no one involved in real estate is allowed to discuss the ethnic, racial or age make up of any particular neighborhood because to do so would be a violation of those federal laws. I'm sure you understand. You wouldnt want us to break those laws, would you?"

If they continue to ask, respond with :

"I have answered your question to the extent allowed by law. May i ask you, are you a member or representative of of any federal, state, or local government agency or civil rights enforcement group?"

If yes, they will have to disclose it. Respond with:

Great! how did I do?
Wait for their response. remember they have to live somewhere too, so then proceed with:

"Good, which one of our homes would you like to own."



Read The Fair Housing Act Here


For More Information Please Contact:

2300 Glades Road, Suite 207E
Boca Raton, FL 33431
Phone: 561-368-1151

Don't Forget To Visit Our Website:

http://www.newhomespecialists.com