Let's
begin this series by exploring some important
general tips. First, when you arrive at your
community every day, take a
"walk-thru" of the building to make
sure that is shows well. Try to put yourself in
the customers' shoes and ask what they would
think of what they see. Be sure to turn the
lights on and adjust the temperature in the
model units. Everything shows better under
bright lights.
Always make an effort to adapt your style to
fit your customer's personality. If your
customer seems to have a "matter of
fact" kind of personality, respond to that
person with very direct answers. If the person
is jovial, you should "ham it up" and
laugh with him/her. If the person seems to be
"feelings-oriented", focus your
comments on how things related to one's
emotions, such as the warmth of the decorating
style, the caring demonstrated by the staff,
etc.
Remember to mention the reservation process
several times during the presentation. Explain
the various steps. This heightens the
expectation that you will eventually be asking
for a deposit.
It's essential that you have determined what
makes you different from your competition. The
customer must go away with a clear sense of what
makes you special, unique, and the best choice.
If your community is not the best choice for
them, tell them that. It will be noted and
appreciated.
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