| Taking on the sales consultant's role at PCBC in June, Gene Giles of Trelligence Inc. demonstrates how customer information and design preferences are captured and turned into a home of the buyer’s making using the firm's Affinity software. |
The first minutes with a client set a pattern for the relationship that follows. Unrealistic expectations at the outset lead to customer dissatisfaction down the road.
With this in mind, Trelligence Inc. markets its new project control and cost management software as an effective design/selling tool during that first meeting. Small-volume builders and design/ build firms, in particular, can benefit from the approach.
A sales consultant with a notepad computer can rough out the design for a new home while the customer watches. Simultaneously, price projections add up, silently telling the customer when to say "when." The customer can visualize a wonderful new home without setting unrealistic expectations.
"This software allows our home buyers to watch their plans being created and provides real-time pricing feedback, allowing them to make adjustments if necessary," says Mike Feigin, CEO of Design Tech Homes in Houston. "This saves time and helps us deliver a high-quality custom home design experience."
Advertisement
Related Stories
Sales
What the NAR Commissions Settlement Means for Home Builders
The legal settlement will improve transparency during the home sales process, mitigate predatory practices, and help preserve profitability for home builders
Sales
Sales and Texting? Know the Rules
Texting your sales prospects en masse can be an efficient way to get your message through if you follow these best practices
Affordability
Will NAR's Landmark Commissions Settlement Lower Housing Costs?
The $418 million deal changes long-standing rules—written and unwritten—that consumers claim inflated sales commissions for home sellers, including new-home builders
