Customized Service Greenville SC

Every aspect of the custom home building business is driven by what the customer wants. But when it comes to sales and marketing some builders feel that making a sale is somehow about them: their charming personality, winning smile, or four-color in-depth sales presentation.
Brian David Black
864-271-1300
5th Floor, 300 North Main Street
Greenville, SC
Ronald E. Cardwell
101 North Main Street, Suite 900
Greenville, SC
Leon Carroll Harmon
864-282-1183
Po Box 10648
Greenville, SC
John M. Lackey
864-282-3167
416 E. North Street
Greenville, SC
William Ryan Holloway
864-467-8647
305 East North Street, Suite 325
Greenville, SC
Zachary Horton
864-271-7424
106 Williams Street
Greenville, SC
Ronald Estes Cardwell
101 N Main St Ste 900
Greenville, SC
James C. Morton Jr.
810 Crescent Ave
Greenville, SC
Karen N Brandon
864-240-8218
300 North Main Street
Greenville, SC
Ella M. Sims Barbery
1052 N CHURCH ST
GREENVILLE, SC
Data Provided by:
  

Customized Service

Source: CUSTOM HOME Magazine

By Paul Montelongo

Every aspect of the custom home building business is driven by what the customer wants. But when it comes to sales and marketing some builders feel that making a sale is somehow about them: their charming personality, winning smile, or four-color in-depth sales presentation.

The truth is that even the sale is not about you. It is about your customer and what he or she wants from a new home. You already offer customized homes, why not apply the same principles to your sales efforts? Here are some questions that you should ask prospective buyers to determine what they want:

  • What is most important to you when investing in your new home? Using the word most implies that you want to get to the root of your clients' personal motivation. You want to uncover the thing that will determine what makes a successful transaction in their mind. Rarely will your prospective buyer's answer be “price.” Factors like security, ease of maintenance, comfort, and value are the most likely answers. While they may seem intangible, they can be highly emotional. People buy with emotion, they just close the deal with money.
  • Why would you buy one of our homes in the first place? This question allows the prospective buyer to communicate what they think you have to offer. Your job, after you hear their response, is to validate their reasons for buying.

    • Click here to read full article from Custom Home