Option Selling for Profit: The Builder's Guide for Generating Design Center Revenues and Profits

by Gina Gullo, Angela Rinaldi

Overview

If you think your customer's home buying experience ends with the closing-think again. To be a successful full-service home builder in today's market you must offer more than just a well-built home-you must give your customers the opportunity to design a home that suits their individual tastes and lifestyles. By offering a range of options and upgrades, you can do just that. The design phase is your best opportunity to make a lasting impression and ensure that your buyers will favorably remember their experience with your company. With this book you will learn how to: create an option sales program that motivates customers to buy, capitalize on your options and upgrades program to increase your bottom line, empower your sales team with the tools they need to succeed, cultivate loyal customers, deliver outstanding customer service, implement a profitable design program no matter the size of your company. This book gives you access to a Web page with 19 downloadable tools that you can customize to suit your specific needs.

Product Details

ISBN-13:	9780867186420
Publisher:	BuilderBooks
Publication date:	06/01/2008
Pages:	126
Product dimensions:	5.40(w) x 8.30(h) x 0.60(d)

Table of Contents

Preface     v
Acknowledgments     ix
About the Authors     xi
Introduction     xiii
What You Will Find on the Web page     xvi
Housing and Paying for an Option Sales Program     1
Building or Leasing Your Own Showroom     1
Model Homes as Design Centers     3
Working with Manufacturers and Trades     6
Outsourcing an Options Program     8
One Size Doesn't Fit All     9
Building the Design Team     13
Thinking Like a Retailer     19
Marketing a Design Center     23
Inside the Design Center     25
Managing for Greater Option Profit     33
Pricing     36
Goal Setting for Option Sales     41
Sales Tracking     46
Information Technology     46
Inventory Control     49
Design Center Department Report     50
Maximizing the Design Center Experience     53
Information Gathering     56
Providing Service     58
After-Contract Changes     63
Selling to Customers' Personalities and Values     65
Knowing the Customer     66
Being aBetter Listener     75
Feature and Benefit Selling     82
The Power of Suggestive Selling     84
Learn, Practice, and Apply     87
Handling Objections and Closing     89
Starting with "No"     89
How to Close a Design Presentation     93
Closing Clues     95
Avoiding Surprises     96
Providing Customer Service     97
The Path to Customer Satisfaction     99
Customer Relationship Management     100
Managing Customer Expectations     105
Frequently Asked Questions (FAQs)     107
Get Personal     109
Customer Service Do's and Don'ts     109
Measure Your Customer Service Prowess     110
Have Customers Grade You     114
A Competitive Edge     114
Conclusion     117
Notes     119
Resources     121
Index     123