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Book: Operation Discovery - Who, What, When, Where & More In New Home Sales by Steve Hoffacker

categories: Book, Discovering Needs, Needs and Requirements, New Home Sales, Discovery Questions, Qualifying Customers, Selling New Homes

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Steve Hoffacker

about this book: As a new home salesperson, a builder selling your own homes, or a Realtor staffing a new home sales center for a builder, when you have a customer enter your sales center or model home (or call you on the phone or contact you by email), you want to know why they have contacted you, what they are looking for, how much interest they have in buying a new home, how soon they can make a decision, and how you can get a "yes" decision from them - while they are there or over the course of the next few weeks. You don't always have a lot of time to gather information initially, so you need a strategic approach and questions that are powerful to use. Approaching getting to know your customers as a news reporter would, you are interested in learning who, what, when, where, why, how, and which about their decision making process. This book gives you dozens of examples for each area.