As sales professionals adjust to the new normal, we also need to get creative in our sales techniques. It is vital to remember that even though we are in uncharted times, we still need to stick to proven strategies and follow New Home Star’s seven steps to overcoming objections. Here are some additional tips and tricks to help in the new virtual world we face and guidance on which resources to use.
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Virtual Appointment Objection
One of the most common objections that we are currently seeing is getting our customers to commit to a virtual appointment. To overcome this objection, our sales professionals have found that by showing confidence and experience in virtual tools, they can lead the customer to feel comfortable with the virtual process. One of the most effective techniques they have found is by utilizing “Feel, Felt, Found.” By using this technique, our sales professionals can gently move the customer into a new way of thinking and lead them to commit to a virtual appointment. Once a customer can commit to a virtual appointment, the sales process is the same (but different). Luckily, in this day and age, we have found several effective tools to help us in selling virtually and overcoming objections in this new environment.
Third-Party Articles
New Home Star and our COVID-19 Task Force have created many resources for our sales professionals and provided them with many third-party articles to help combat current market objections. In addition to New Home Star's economic resources, you can also share "insert resource" to showcase the comparison of the Great Recession (2008) and now (2020). Utilizing third-party articles when overcoming an objection will help support our case when leading the customer to want it, and then making them feel like it's okay to have it.
3D Virtual Tours
Although we may be limited to face-to-face interactions when showing our model homes, we have found virtual 3D tours to be the next best thing. By being able to use video or Matterport content of our model or inventory homes, we can lead the customer through the most favorable thought process. When demonstrating the home virtually, we can set the pace and navigate the course by highlighting features based on our customers. Utilizing these tours will help in overcoming any objections about use for space and visualization.
Google Maps
From welcome to homesite selection in our Sales Funnel, we have found Google Maps to be an incredible asset to virtual selling. Not only are we able to create a Google Map of our community, but we can also use Maps to showcase our area and the lifestyle our customers will be living. Another objection we continue to see is that our customer needs to be able to see the physical homesite and where our community is located before committing. By building a map of our community, we can add photos of specific homesites as well as pins so that our customers can easily follow along.
There are many more resources that New Home Star has found to be effective in the virtual sales world. As we continue to innovate and adjust to the new normal, our sales professionals are continuing to strive towards success. Although things have shifted slightly, we will continue to create new solutions to overcome objections while navigating in a virtual selling environment.
