Source: CUSTOM HOME Magazine

By Paul Montelongo

In this slowing market, simply being a good salesperson is not enough. When you get down to it, customers will remember the builder who makes the greatest mental impact.

Here are a few ideas to help you become memorable in the eyes of your potential clients:

1. Stand out from the competition. If your competition sends out Christmas cards, send out Independence Day cards. Yours is likely to be the only one they'll get. If your competition meets prospects at their home, have your prospects meet you in your office, where you can show them your staff, and perhaps a gallery of photos of past projects or industry awards. If your competition sends out thank-you notes, send a thank-you bouquet of daisies. It will show you take that extra step to please. Don't just do the opposite of your competition, do something better. Make it unique and memorable and let it convey the class, style, and individuality of your company.

2. Refresh your routine. You may not even recognize your monotonous selling routine. Examine everything you do to keep it fresh. Can you make a sales offer in a completely different manner than you currently do?

Rather than asking standard discovery questions, try to determine how your prospects best process information: Are they visual or verbal; intuitive or logical? Once you have the answer, tailor your presentation to their way of thinking.

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