When home builders are asked which information they deem most critical to the improvement of their businesses, info about new products is always near the top of the list. And for good reason.
How Customers Want to Buy New Homes
Becoming familiar with your customers' needs ann wants before they ask for them may be the key to selling your next home.
Heather McCune's Editorial Archives
Curious about what customers expect from a salesperson? New home sales consultant, trainer and author Myers Barnes offers some insights from his days as vice president of a large home building company and from his experience working with and training new home sales specialists today.
In exit surveys and customer satisfaction reports, buyers always say and want the same things, according to Barnes. Their key desires:
Customers are beginning to shop differently. They are using the Internet to begin and end their buying processes. If that's how they communicate, don't waste their time contacting them with antiquated methods of follow up.
Customers don't take the time to consciously critique your sales process. They just say no.
For more information check out http://www.myersbarnes.com
Heather McCune is the Editor-in-Chief for Professional Builder and Luxury Home Builder. Please email her with any comments or questions regarding her column.