Housing Giants - August 25, 2008 - (Page 21) Qualifying Customers don’t like to be qualified. Consider what I’ve said before: everything that a customer experiences is the result of a process. That means you have to ask yourself the source of the qualifying process. Questions are the source of the process. And they almost always seem to be the same: Is this your first visit? What brought you out today? What’s important in a new home? What size home? What price range? Do you live in the area? How soon are you looking for a new home? And so on. The questions here aren’t what’s wrong; it’s how they’re used and when. During the customer/builder touch points, your customers become more comfortable the more they talk, which means you advance faster. Remember, customers respond to the signals you send throughout the process. Pressure to sell increases as the customer's stress level rises. www.Housinggiants.com 8.25.08.Housing giants 21 http://www.housinggiants.com
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