The human being is usually born with five senses: Sight, hearing, touch, smell, and taste. A major university recently completed a behavioral study to discover which of these senses influences a person’s purchasing decision. What makes us buy?

The results showed that 89 percent based a salesperson’s believability on what they see. Ten percent is a reflection of what the customer hears. And only one percent comes from the senses of touch, smell, and taste. I’ve heard some salespeople have baked cookies in the oven of a model home because they believe the wonderful smell influences a buyer. If only it were that simple.

With these statistics coming from a very reliable source, I have to wonder why it is that so many salespeople never leave the sales center. Here, they show a prospect a series of floor plans, site maps, and elevations — one-dimensional representations — and expect them to be inspired to make a purchase. What would get you more excited: a post card from a tropical beach or an actual visit to one?

One of the ten critical steps of the new home sales process is getting a prospective buyer to select a site. If 89% of the believability is seeing, then file the site map and take them to see the property! Don’t get stuck in the false security of your sales center. Security doesn’t sell homes. Excitement does!

“But I can’t get them to go!” is the frequent whine I hear. Then don’t ask for permission! Try this: “I’ve got something exciting to show you. Let’s just take a few minutes….” Be bold and assertive. As Judd Ziglar says, “Timid salespeople have skinny children.”

If you want to succeed in new home sales, appeal to the sense of sight. When you have an exciting product, let it make the pitch for you!

Myers

Bookmark and Share

Close Bookmark and Share This Page

Save to Browser Favorites / Bookmarks

Ask backflip blinklist BlogBookmark Bloglines BlogMarks Blogsvine BuddyMarks BUMPzee! CiteULike co.mments Connotea del.icio.us

Digg diigo DotNetKicks DropJack dzone Facebook Fark Faves Feed Me Links Friendsite folkd.com Furl Google

Hugg Jamespot Jeqq Kaboodle kirtsy linkaGoGo LinkedIn LinksMarker Ma.gnolia Mister Wong Mixx MySpace MyWeb

Netvouz Newsvine oneview OnlyWire PlugIM Propeller Reddit Rojo Segnalo Shoutwire Simpy Slashdot Sphere

Sphinn Spurl Squidoo StumbleUpon Technorati ThisNext Twitter Webride Windows Live Worlds Movies Yahoo!

Email This to a Friend

Copy HTML: 

 If you like this then please subscribe to the RSS Feed.

Powered by Bookmarkify™

More »

Powered by Bookmarkify™

This entry was posted on Thursday, June 25th, 2009 at 7:23 am and is filed under New Home Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.