As a new home builder, the quality of the homes you build is of the utmost importance. But, finding the right people to join your sales team is another crucial variable for driving sales. The new construction home industry is competitive, and recruiting a sales team that has the right blend of skills, knowledge, and character can impact your bottom line.
There are several qualities that are critical to excelling in a career in new home sales.
A Solid Foundation of Knowledge
In any form of sales, an in-depth understanding of your product is a bedrock of success. This is also true when selling homes. Every builder has elements that set it apart from its competitors, and being able to explain these differences with authority can help gain trust of home buyers.
Most likely, prospective buyers are making one of the largest purchases in their lifetime, and it is the sales staff’s responsibility to provide accurate and detailed information, while answering questions and addressing concerns. This includes staying up-to-date with construction methods, features, amenities, market fluctuations, and other relevant information that differentiates your communities from the competition.
Exceptional Communication Skills
It isn’t likely that a prospective buyer will come in ready to sign. Effective communication is essential in new home sales. It is an art that includes engaging, listening, and explaining complex details to prospective buyers. A successful sales professional will explain construction jargon in easy-to-understand ways without losing the buyer’s interest. It also entails reading body language and tone of voice to cater to different people and their unique communication styles.
You are also beginning a relationship and strong connections with clients that not only lead to sales, but can also lead to repeat business and referrals. Buyers that are satisfied with the communication with their sales representative become advocates that can help expand your customer list.
A successful sales manager can proactively determine buyer’s needs and identify issues that might come up. They can then relay information preemptively, without the buyer having to ask for it. This approach not only expedites the decision-making process and reduces stress, but it keeps the sales manager one step ahead and contributes to a more seamless transaction.
Understanding the Market
The real estate market is known for its fluctuations, and being able to stay resilient will help drive success in new home sales. Understanding mortgage rates, local real estate statistics, and staying up to date with the latest trends in new constriction can help keep your sales staff ahead of the competition and give them the ability to connect with potential buyers.
As a builder, it is important to offer professional development for sales staff so they can stay on top of industry trends and news. The more they know, the better they can provide value to buyers.
So, where can you find the right sales staff for your team? A staffing agency that specializes in new home builders can be a valuable resource. They have a database of quality candidates and can save you the headache of marketing and recruiting for a sales staff that has what it takes to excel in new home sales.