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ᐅ Do you get the impression that “house sellers” (prefabricated homes) tend to ...

Created on: 10 Nov 2019 14:30
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Pinkiponk
Original post
... Are builders sufficiently motivated and do they work well and reliably due to the construction boom, or are they rather somewhat careless or overworked because of the many (potential) customers? In other words, how do you currently assess your position and negotiating power as a prefabricated house buyer (Leipzig region)?
opalau11 Nov 2019 16:43
#31
You never feel more prepared for building a house than right after you have completed one…
H
hampshire11 Nov 2019 16:57
#32
11ant schrieb:

In theory, better consulting quality could increase the likelihood of closing a sale indirectly – but in practice, this calculation is disrupted by the so-called “non-buyers” (those who don’t purchase anywhere else either).

The “non-buyers” can be filtered out quite accurately during the first conversation. They don’t receive an offer. There is no point in doing so.
(By the way, I offer sales training – also for buyers.)
H
haydee11 Nov 2019 17:00
#33
Sales representatives who can decide whether someone is a customer or not?
Sales representatives who only provide advice to promising prospects?

You will find those are rare at least in house construction.
Many just repeat phrases and have little knowledge of the product.
H
hampshire11 Nov 2019 17:02
#34
haydee schrieb:

Many just repeat phrases and have hardly any knowledge of the product.

That is absolutely true. Therefore, only buy from a professional and let the "talkers" reveal themselves. This helps when choosing a reliable building partner.
kaho67411 Nov 2019 17:16
#35
hampshire schrieb:

You can quite reliably filter out the "won't-buy" customers during the first conversation.
How? Do you have a universally effective trick for that, which could also work for car salespeople or other industries?
H
hampshire11 Nov 2019 17:46
#36
No "tricks." Here are 3 aspects out of many:
  • The ability to manage speaking time in a conversation. How can a salesperson learn about their prospects if they are the only one talking?
  • The ability to uncover the motives behind the conversation and the purchase. What does the other person really want? Often, even they are not completely clear about it themselves.
  • The ability to ask the right questions competently and situationally. There is no use in a prepared list of questions—if anyone suspects a "trick" here again.

Even though there is hardly any formal training for sales, it is a professional business where many amateurs get involved. This naturally applies to car sales and all other industries—whether B2B or B2C.

The salesperson must be an expert in 4 areas:
  • Customer (understanding their wishes—derived, among other things, from tasks, problems, and goals)
  • Conversation management (structure, questioning techniques, benefit argumentation, handling objections or pretexts, decision support...)
  • Product & solution (possibly supported by a technical consultant or similar if it gets very complex)
  • Self-organization (e.g., not wasting time with unsuccessful offers...)