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 Out-selling the Competition
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In a competitive market like the Triangle, the key to out-selling the competition is understanding the buyer and putting that insight into selling action.
To begin with, many more new homes are sold when the community and homes are designed with the hot amenities and features trending upward in the market. Guessing or relying on past preferences is not enough. You need up-to-the-minute statistical tracking of the market's most popular amenities and emerging features to meet the demands of today's buyers effectively.
But even with the most appealing communities and homes, effective sales associates can make a dramatic difference. Hiring high-quality, experienced agents to be your on-site sales associates is the first step. But when competition in a market heats up, even experienced agents need updated training, as well as oversight by a skillful sales management team.
Fonville Morisey & Barefoot has excelled in large measure through a rigorous training program, supplemented with motivational programs conducted by national training professionals who are ahead of the curve in sales techniques, incentives and strategies.
Of course, nothing can substitute for careful management by seasoned sales professionals who are intimately familiar with the Research Triangle market. The best sales managers know they are accountable to ensuring a client's traffic and sales goals are met, and have the skills and detailed activity plans to ensure they live up to this commitment every day.
Finally, from the moment the sales center opens to putting the last "sold" sign in the ground, it is critical to consistently review and audit every new home community from the buyer's perspective. Sales associates must keep a close watch on entry signage, streetscapes, traffic flow, construction oversight, etc., as these elements all combine to create a first (and usually lasting) impression on the prospective buyer. |
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