Modular Home Builders have always had to “make the sale”.
I don’t know of any builder that has had a prospect walk in their door and say
they want to build a new home and then don’t care about price, quality or
materials. Just doesn’t happen. Oh, I’m sure some of you have had
some really easy sales, but it is still a sale.
Here are the Top 7 reasons builders fail to close the sale:
- Rushing into the sales presentation without being properly
prepared. Do you have all the literature, brochures, handouts, floorplans
and building materials at your fingertips? - Not having a goal for the meeting. Very few builders
close on the first meeting. Your goal for the first meeting is to prepare
for the second one. Without a second meeting, there is no third, fourth,
etc, which means no sale. - Not giving the prospect a good first impression. If
your office is messy and dirty, what kind of impression are you making on your
prospect. Will your jobsite and your record keeping for their project be
any better? - Talking too much. Telling isn’t selling. In
order to close the sale you have to ask questions and find out how you can help
solve the prospect’s problems. Now that’s selling. Do not assume
you know what your buyer wants….very dangerous! - Not understanding how much money the buyer has to spend.
Qualify, qualify, qualify. I’ve seen builders that go right to the
“No one undersells me” or to “I don’t think you can afford my
house”. How do you know what they can afford if you don’t qualify
them. - Not watching for your prospect’s buying signals. Keep
your eyes and ears open. Look out for verbal and non- verbal signs of interest.
Look and listen – the customer will tell you when they want to buy! - Failing to ask for the sale. Your buyer expects you to
ask, so do it at every opportunity after you’ve built rapport with the prospect
and have shown them the solutions to their problems. It usually takes
several attempts to close the sale. Make sure you close frequently and sooner
rather than later.
Look over these 7 reasons for not making the sale with a critical eye and you will find that eliminating even just one will go a long way to closing the sale.
