TouchPoint Selling

Nov 26 2007 7:56AM | Permalink | Email this | Comments (0) |
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I’m stunned. I know that it’s tough out there … and I know that customers have a hard time selling their current home in order to buy yours … but that’s no excuse for doggin' it. 

Let me start at the beginning. I visit a lot of new home communities. That’s because I travel so much. And I can’t tell you how many times I visited a new home community … only to have a sales person hand me a brochure and say, “Let me know if you have any questions.” 

As I said, I’m stunned. Here we are in one of the toughest markets we ever faced … and sales people are acting like it’s a “sellers” market. They’re acting like yesterday’s tactics are the answers to today’s problems. 

Selling today takes place in your model homes … not in your office. And if you’re “selling” from your office … you’re missing out. In other words, you’re missing sales you probably had the opportunity to make. 

Customers have lots of choices. They can stay where they are … buy from you … buy a resale home … or buy from numerous competitors. If you’re just average, you don’t stand a chance. 

Today’s marketplace requires that you stand out. You need to be different in terms of your process and/or your product. And if you don’t’ stand out, you’re finished! Customers have too many other choices. 

Remember … no matter how bad it is … people are still buying new homes. The question is … will you sell it … or will it be your competitor?