Now that you’ve mastered controlled pre-drywall options, how do you go for more and close the sale?
An effective design consultant knows how to talk to the homebuyer by explaining why investing in the available options and choices for their home is worth their time and money. Homebuyers tend to become fixated on price above all else, presenting a significant challenge in builder decor sales targets. Here are some ways to efficiently manage custom upgrades with your homebuyers to help them break through the psychological barriers and overcome sticker shock.
Clearly lay out all of the options
Provide clear and direct information detailing the available options, which have been developed and priced for the specific model type. Your homebuyer needs to completely understand why they are making this decision now and what the benefits of doing so are. Your clients might not be willing to invest further because they don’t fully understand the advantage of doing so now. It is really all about presenting the value proposition of the options during the pre-drywall stage. Take the time to explain the benefits from the warranties that are available, as well as blending the cost into their purchase financing and, best of all, the home will be move-in ready.
