We get sad when we see how hard a Sales Consultant works and then we see them blow all the effort because they don’t have courage to ask the customer whether they would like to Reserve. Is this you ?
Think about how you value yourself, and what you do. So many sales consultants NEVER ask for the business. Please don’t be one of those sales people who do so much good selling and then fail to ask for the sale. It’s a common mistake and you can put it right!
Asking for the sale or ‘closing’ is vital so always make sure you gain customer feedback and commitment, it is this gradual approach that will increase your Reservation rate!
We believe that good closers do everything they need to do to make it easy for customers to say ‘Yes’ so we challenge you to make sure that as you work with your customers, you are giving them plenty of opportunity to make small decisions to narrow down choice and get to a plot specific point when it makes sense for you to ask that they reserve the home with you.
Close little and often helps to develop confidence on both sides
Customers need to be confident of their ability to make a great buying decision. You owe it to the customer to make it easy for them to buy by inspiring them with your enthusiasm. If you don’t ask, you won’t get it! So remember your customer needs you to ask so that they can say yes!!
Choose your time, choose your question –
Is this the home you would like to reserve?
Which of the homes you have seen do you prefer?
Given the choice, would you rather this one or that one?
What for you is the next step?
How has what we have done helped in your buying decision?