Qualifying: are you digging deep enough?

Article Abstract:

Prefabricated home sellers often forget to check prospective buyers' financial capabilities before presenting the homes. This move dismisses the importance of qualifying in manufactured home retailing. Knowledge of the prospect's financial status enables the seller to make better sales presentations. It would aid the sales personnel in deciding which homes to present and from preventing the buyer from purchasing. In addition, sellers must learn how to explore facts relevant to the sale such as factors that influence or prevent a buying decision.

Sales Management, Management, Purchasing, House selling, Home selling, Selling, House buying, Home buying, Sales presentations

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Handling the changing trend toward choice

Article Abstract:

The marketing strategy of providing customers more choices of home models has made an impact in the manufactured home industry and salespeople are expected to adopt effective techniques to handle the selling trend. Salespeople should first know more about their customers and their dominant buying motives by asking various questions or interviewing them before showing any homes. They should also be particular about lifestyle questions, level of amenities and options and their immediate timetable for buying a home.

Prefabricated metal buildings, Prefabricated Metal Building and Component Manufacturing, Prefab Metal Buildings, Marketing, Modular buildings, Metal buildings, Sales personnel, Salespeople

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