Which part of the sales process do you have the most difficulty with?

I often have a hard time pre-selling a house without a model to look at.

Most people can't visualize a house from a set of plans.

Boutique Home Builder:

It can be very challenging to get a prospective buyer excited about buying from a set of plans, drawings, and/or pictures.

I would recommend that you create a questionnaire that asks for the features and benefits the prospect is looking for in a new home.

Here are a few questions you might ask:

"If budget wasn't a concern, can you describe for me what the home of your dreams would look like?"

"How will you know when you have found the ideal builder, design, etc.?"

"What's most important to you?"

"What are your concerns?"

Is there a software program available that would allow you to take your prospects on a virtual tour of the homes you build?

If not, you might want to visit e-lance.com and hire someone to develop the software for you.

Hope this has helped. If I can be of further assistance, let me know.

Steve

I do my best to qualify the customer up front however my biggest challenge is to get the budget out of them? I find that its easier in the second meeting when they have learned to trust me. Ive found even the clients who claim to have no budget do have thier limitations and if you dont find out up front you are wasting your time making recommendations and trying to sell them.
Christy

Christy,

It's not always easy to get prospects to tell you what their budget is for a project. Why? To them, they are stating what they are willing to give for the job and that scares them.

The problem this poses for the salesperson is that it is impossible to guess at what they want and come up with a cost. So what is a salesperson to do?

If a prospect will not give you a budget with which to work from... you don't have a good prospect and, if pressed by the seller, usually results in wasting a lot of time with nothing to show for it.

Try using this statement:

Mrs. Prospect,

I want to thank for allowing us the opportunity to help you with your project. I hope we can consider this meeting somewhat exploratory. Meaning I want to analyze your needs, get an idea about what you want to accomplish with your project then recommend what I feel would be the best solution within your stated budget. With that in mind, what is your budget for this project?

Hope this helps you. If you have other questions let me know.

Thank you for the advice Steve