Often people want to buy or do whatever it is they are thinking about or considering. Studies reflect the fact that many, perhaps the majority, of customers who come to your sales canter or MH Community are ‘half way there.’ They may not need much to make the purchasing decision.
This is where the right use of comparisons can help. One method is to break the desired item down to a very basic level.
Example
True story. My wife is planning our next home. She loves a good kitchen. She is tight with a dollar. As with all of us, she will spend whatever if the scales tip in its favor. What is often needed is a justification by comparison.
My wife and son were at the library the other day, and the library was selling old books and magazines. One of the magazine’s caught her eye, it was a book-sized photo issue about dream kitchen designs. It was also 12 years old. Some designs are timeless, others jump in and out of style. She asked the man, at the counter, how much for the magazine?
Glancing at the cover, he then looked at her and replied. “50c, a penny a dream.”
Of course she bought it.
There are numerous takeaways from this little encounter. One, we all need dreams and goals. It can be useful to have a visual aid to keep that dream fueled for us, as a motivator.
Another lessons is to help someone on the fence justify a decision. Give them a reason that makes sense, from their perspective.
Programming Note
We will have a new video about MH marketing and sales training, set for later this month. It’s pros in the industry like you, sharing powerful insights on attracting more qualified buyers and selling more homes. This will be from those who have been part of the Tuesday’s With Tony Training.
Want to sell more homes? Please watch for it. This has been a highly rated webinars, and those ten out of a bests possible 10 ratings come from MH pros like you.
To see what others say about business development programs like these, please click here. You don’t go higher in a company than its president. ##
By L. A. ‘Tony’ Kovach
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