| Power
Marketing Bulleting - Third Quarter 2007 - click
here to return to home page |
| In
This Issue
Q& A with the President of Power Marketing
1. Why is your sales center more
important today than ever?
2. Plat tables… a must
have new home sales tool
3. A good sales person uses their
tools
| Q&
A with the President
|
QUESTION:
I’ve heard you say that the process of discovery is more valuable
than the process of selling; can you explain that in more detail?
ANSWER: Yes, of course. The basic premise behind
the process of selling is that we are advocates of a product we believe
in. Selling isn’t about convincing someone to buy; it’s
about convincing them of your belief in the product and then facilitating
their steps through the close.
The process of discovery is where you delicately allow a customer
to discover salient facts about the competition that help bolster
your sale. Customers expect us to “beat up” the competition
as we communicate our home’s strengths. I advocate that you
carefully point out those features of your homes that your competition
cannot claim. Then, allow the customers to discover for themselves
that the “other builder” doesn’t have the feature.
Therein lies the strength of the process of discovery. |
Freebie of the quarter…
10 steps to building a
better website
Quick Links…
• More About Power
Marketing
• Brians Blog
Power Marketing are members of…
• NAHB
• MIRM
• NSMC
• BSC
• WCVB
• Hagerstown
Chamber of Commerce
|
Welcome to the 2007 third quarter issue of the Power Marketing Bulletin.
This quarter we are going to discuss how to create a new home sales environment
that really sells. Learn why the sales center is more important today
than ever before.
See how to create a sales center that facilitates selling, not tire kicking.
See the tools you need and how to use each one.
We also want you to know that we’re celebrating our
15th year in business. I truly hope you enjoy this quarter’s Power
Bulletin.
1. Why is your sales center more
important today than ever?
Brian Flook, MIRM
For years, the most critical onsite tool for selling
new homes was the model home. And I believe that is still true today.
The model home creates emotion, slows the customer down so we can talk,
involves them in the home, allows them to experience the home and much
more. The model is often a major factor in the buyer’s process
of elimination. Generally, all that is still true.
read on…
2. Plat tables… a must have
new home sales tool
Brian Flook, MIRM
I have often asked sales teams which tool in their arsenal
of sales tools they would give up last. Immediately behind the model
home is often the plat table. I am surprised how often I come into a
new home sales center only to find there is no plat table. I believe
it is one of the most important selling tools available.
read on…
3. A good sales person uses their
tools
Doug Stone, MIRM, CSP
I have always been fascinated with the level of skill
I see in the craftsmen who build a high-quality piece of furniture.
From the ability to create complex joinery, to hand-carved accent pieces,
and a meticulous finish; a fine craftsman uses his tools to produce
a product that will become an heirloom.
read on…
Power Marketing & Advertising, Inc. is a full-service
builder marketing company that focuses on graphic design, web design,
video, multi-media, point-of-purchase displays, market research, and specialized
marketing training for new home builders.
We appreciate you reading our newsletter and hope that it has been of
value to you. Please feel free to contact me if you are interested in
how Power Marketing can help you with your 2008 marketing goals and beyond.
Sincerely, Brian Flook, MIRM
Quote of the Month
"I'm a great believer in luck and I find the harder
I work, the more I have of it." - Thomas Jefferson
|
Welcome to our 2007 third quarter Bulletin section. In this section we focus on new home sales tools, home graphic design,
specialized marketing training etc. for new home builders to create a new home sales environment that really sells. |
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