Chapter 6 | STEP 1 OF THE POWER PROCESS: MEET AND GREET

Question 1

Points to Consider About the Prospects as they Enter Your Sales Center and Home

Answer 1

1. Most of your prospects are probably confused.
2. Most of your prospects are in a hurry.
3. Your prospect may enter your sales center with a hardened approach.

Question 2

I’m Just Looking

Answer 2

1. For the most part, no one enters a sales center or showcase home “just to look.”
2. The greeting you use that will cause the home buyer to reflexively respond, “I’m just looking.”

Question 3

Up Beat Greetings

Answer 3

• Exercise a warm professional approach: “Hi, it’s a great day, isn’t it?”
• Give your name to get their name: “My name is Amanda, and yours is?
• Extend a handshake: At the same time you give your name, extend your hand, maintain eye contact and offer a firm handshake.
• Welcome them to the community: “Thank you for visiting Lake Pointe. Please make yourself a home.”

Question 4

Speed Bump

Answer 4

A question that is designed to slow the prospect down and help you regain control.