Why 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!