The Purpose of the Model Demonstration

img_0079Why do you demonstrate models? Think about that for a moment, and really try to come up with the reason. Is because you want to show off all the value? Is it because that is simply what you were taught? Are you trying to get a good shop score?

If you said yes to any or all of the above, you might not be taking advantage of the number one reason why we demonstrate homes: to solve a prospect’s problem.

Follow the premise that something is wrong in the prospect’s life right now, or they wouldn’t be out looking. If you can find what’s wrong with their current situation you have the best chance of presenting an appropriate solution.

And that’s what the model demonstration should really be all about: presenting the solution. Too many salespeople use demonstration to feature dump everything they can think of. Or they escort the prospect through with an awkward silence. Or they just don’t go into the model at all. In every case, that salesperson is missing the chance to show how the home solves the customer’s problem, and that is a dangerous missed opportunity.

Of course, this presupposes that you understand the prospect’s issues and problems in the first place, a skill that is clearly lacking for so many salespeople. But when you know the customer extremely well you will re-think your model demonstration.

Commit this week to understanding the problem. And commit further to using the model demo as the presentation of the solution.

Now go change someone’s world!


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.