Every homesite has a closing costs incentive - Thank you! I will be using this one :) We are offering peace of mind in a decision. Offering transparency, and focusing on the discovery.
Excellent breakdown, Mary Beth! As a sales leader, I’ve seen how bringing up incentives too early can derail a client’s perception of the home’s true value. Your advice to focus on the emotional and functional appeal first, before discussing incentives, really helps maintain the integrity of the sale. I’ve been training my team to lead with value and how this home will change their lives, improve their well-being, and strengthen their relationships. Then only introduce incentives as a tool to overcome final objections. This approach not only builds trust but also avoids the 'race to the bottom' with pricing (especially when you may not have the lowest price or highest incentive and/or can't win solely on price). RULE #1 is to live in the right home. Buyers know the pricing, they’re aware of current rates, they feel the impact of inflation daily, and they know we’re in an election cycle. And yet here they are still coming to meet with us. We MUST care enough to dig deeper, understand their story, and find the real motivation behind their decision. Thanks for sharing these powerful strategies!
You're absolutely right in emphasizing the importance of leading with value and emotional connection rather than immediately diving into incentives. As we often say, it's about ensuring the buyer understands the true impact this home will have on their life. In my experience, starting with empathy is key when buyers ask about incentives upfront. Like you mentioned, they’re well-informed about pricing and rates, but they're still seeking a home that fits their story. By focusing on what will truly enhance their lives first, we maintain the integrity of the sale, and incentives become a tool to solidify an already strong emotional and functional connection. It’s a strategic move to avoid the 'race to the bottom' while building lasting trust. Thanks again for sharing your thoughts and for the great work you're doing with your team!
Title says it all - “Stop Talking Discounts!” In today’s market, buyers are inundated with incentives to “Buy Today!” so there’s little value in discussing incentives at all. If you feel you must offer an incentive, do a small one and save the rest for negotiation, capping the close in a Win/Win scenario for both the Buyer and the Seller. Happy Selling!
Every homesite has a closing costs incentive - Thank you! I will be using this one :) We are offering peace of mind in a decision. Offering transparency, and focusing on the discovery.
You've got it!
Excellent breakdown, Mary Beth! As a sales leader, I’ve seen how bringing up incentives too early can derail a client’s perception of the home’s true value. Your advice to focus on the emotional and functional appeal first, before discussing incentives, really helps maintain the integrity of the sale. I’ve been training my team to lead with value and how this home will change their lives, improve their well-being, and strengthen their relationships. Then only introduce incentives as a tool to overcome final objections. This approach not only builds trust but also avoids the 'race to the bottom' with pricing (especially when you may not have the lowest price or highest incentive and/or can't win solely on price). RULE #1 is to live in the right home. Buyers know the pricing, they’re aware of current rates, they feel the impact of inflation daily, and they know we’re in an election cycle. And yet here they are still coming to meet with us. We MUST care enough to dig deeper, understand their story, and find the real motivation behind their decision. Thanks for sharing these powerful strategies!
You're absolutely right in emphasizing the importance of leading with value and emotional connection rather than immediately diving into incentives. As we often say, it's about ensuring the buyer understands the true impact this home will have on their life. In my experience, starting with empathy is key when buyers ask about incentives upfront. Like you mentioned, they’re well-informed about pricing and rates, but they're still seeking a home that fits their story. By focusing on what will truly enhance their lives first, we maintain the integrity of the sale, and incentives become a tool to solidify an already strong emotional and functional connection. It’s a strategic move to avoid the 'race to the bottom' while building lasting trust.
Thanks again for sharing your thoughts and for the great work you're doing with your team!
Another great training video. Thank you!
Glad you enjoyed it!
Love this ❤
Thank you, Angela!
So good!
Thank you!
👏🏻👏🏻👏🏻
🙌
Replay!!!!
Thanks!
@@JeffShoreSalesTraining Of course!!!
Title says it all - “Stop Talking Discounts!” In today’s market, buyers are inundated with incentives to “Buy Today!” so there’s little value in discussing incentives at all. If you feel you must offer an incentive, do a small one and save the rest for negotiation, capping the close in a Win/Win scenario for both the Buyer and the Seller. Happy Selling!
Great points! It's all about finding that win-win.