Create a Risk of Loss

One of the classic blunders of a mediocre sales counselor is to let a strong prospect leave the community without sensing a risk of loss.  Underachievers fail to promote the idea that there is only one specific home and homesite that will best meet the needs of the prospect, and that as soon as the prospect leaves the community that specific site could sell to someone else.  It is poor sales technique and a tremendous disservice to the customer not to inform them of the perils of ‘thinking about it’.

“I understand your need to think about it, I really do.  This is a big decision and you want it to be right.  But it is my job to make sure you know that there we have just one homesite that will fit the floorplan you like, and if you were to leave without buying there are no guarantees.  It could be sold this afternoon.  I don’t want someone else to buy your dream home, so let’s talk this through…”