New Home Sales Training: How Do I Handle Multiple Sets of People in the Model at the Same Time
- May 10, 2017
In a perfect world, sales professionals would have a steady flow of sales traffic spaced apart by at least an hour so we could effectively work with each client interested in purchasing a new home.
In reality, the time we spend in our model homes brings us long stretches of time when no one walks through the door or there is a flurry of activity that potentially presents an obstacle for creating ideal client relationships. Both situations offer opportunities to increase sales effectiveness, but we’ll discuss how to handle downtime in another segment. First, we wanted to tackle how you can handle multiple sets of people in the model at the same time.
Roland Nairnsey, our Senior Vice President of Training & Development, offers insights to creating the best plan for addressing multiple prospects every time the question is asked during a Sales Solve Everything training seminar. He reveals, in fact, that sales professionals have such an abundance of prospects that they are afraid they are not helping them or handling them effectively. When you find yourself in this position, Roland states that the best way to handle it is to learn to think on your feet, narrow down your audience, and work with the most serious buyers. Here are his steps to effectively build client relationships when more than one client is present:
Apologize for being busy, but use the model home’s popularity to create a sense of urgency among prospects.
Learn how to give multiple presentations at once. This may seem obvious, but learning to address multiple clients at a time takes practice as you do not want to start off giving one client more attention than the other and losing out on a potential sale.
Pinpoint the prospects that are not interested in being part of a group presentation and offer to set up a private appointment instead. Prospects looking for your undivided attention tend to be serious buyers and will appreciate being able to meet with you one-on-one. Try to schedule an appointment for later that day or first thing in the morning, so you can provide the help they need in acquiring one of your new homes.
Do not abandon the idea of asking open-ended questions during the Discovery process, as those questions will allow you to understand the goals of each prospective buyer and will determine who in the group is most qualified to buy a new home in the near future. Spend extra time on the “When” and “Value Range” questions to get clear answers from each prospect. Their answers will allow you to identify which prospects are most likely to buy a home from you that day and you’ll want to spend more time with them.
Once you have a detailed system in place to handle multiple prospects at one time, you’ll be able to filter down and work with the most serious home buyers and increase your closing opportunities. If you still have questions about how to handle multiple prospects, our new home sales trainers are here to help. At Sales Solve Everything, we offer comprehensive new home sales training to answer your top sales questions with online training access and a variety of training and continuing education schools and workshops.
Contact us for more information on how you can enhance performance, customer satisfaction, and builder profits through targeted and focused education.