A complete new home sales process follows the classic communication model: Tell them what you’re going to tell them, tell them, then tell them what you told them. Only with sales, we show and tell since the new home sales process is very interactive.

Tell them what you’re going to tell them: Set the tone and tell prospects what to expect through the process. For example, after you meet and greet, say, “Let’s go through the first model room by room so that I can find out how you’re going to live in the home. By the time we are finished, I’ll have a better picture of the home that will best meet your needs.”

Show them: Lead prospects through the process. For example, while standing in the living room, say, ”So is this living room bigger or smaller than what you have now?”

If they say it’s bigger, find out how they’ll use the extra space: “Great! So would you use the extra space to just be more comfortable or would you add extra furniture so that you have more seating for entertaining your friends?”

Tell them what you showed them: Once you’ve shown your prospects the models and discussed what they need in a new home, summarize what you’ve gone through so far. Say something like, “Well, I’ve really learned a lot about you. As we talked, we realized that you need a four bedroom, two bath home. The secondary bedrooms would be for your kids and you need them to be away from the great room so that you won’t wake them up when you have friends over. We also realized that the study would come in handy as a toy room. Does that sound like the vision of the home you’re looking for?”

The key is to be conversational. Practice this script this week with live prospects and report back in the comments on how it’s going.

Here’s to earning what you’re worth!

As a sales professional, author, professional speaker, and consultant, Jason Forrest helps home builders increase closings and profits through leadership sales training. His books include Creating Urgency in a Non-Urgent Housing Market and 40 Day Sales Dare for New Home Sales. He can be reached at jason@jforrestgroup.com and www.jforrestgroup.com.