The prospective buyer never buys house ` cold '. They want to look at the house, inspects it, asks the topic and satisfies oneself, this is the best choice. The presentation of house should therefore be a Positively Overwhelming & Memorable Performance or P.O.M.P. for short.
The serious purchasers always make to a thorough inspection of the house before an offer give to buy it. They even the services of a professional house inspector concerning the house to employ to look at and see or are it stable and in good condition.Therefore, selling your house, you should be present it in a manner that is a Positively Overwhelming and Memorable Performance (POMP).
Most of the purchasers know what they want in the design and the structure of a house. They have a specific idea in opinion which does not help them love decisions or they the house or. THE POMP must be centred on these questions which can help the purchaser decide concerning your house. See housing you in the eyes of the purchaser. They tend be more observant of the real condition of the house. You must learn how at to use that perception to your own advantage.
The POMP is divided into 5 stages and addresses several vital issues to close a sale successfully. Stage 1: Preparation Stage
- As to fix its house for it to make the appeal to the purchaser? The goal of this stage is to fix the house in such a manner that it calls upon the positive emotions of the purchaser. It should have a reception and a comfortable atmosphere where they could not wait until they can already live in the house.
Stage 2: Probing Stage
- What do the buyers need? Discover of what your purchaser wants and needs. The decision to buy the house depends on the personality of the purchaser. To know this can give you an edge in your argument as for why you place is higher than all other houses upwards on sale. Try to probe in what feel really they and what they want to achieve. Check if they adapted the criteria to be F.R.I.E.N.D.
Finance: Do the buyers have the financial capability to buy the house?
Responsiveness: Are they willing to discuss and compromise with you?
Inclination: Does the house fit what they had in mind?
Eligibility: Are the allowed to purchase a property?
Needs: Are their needs and requirements met?
Decision: Are they in the position to decide?
Stage 3: Presentation Stage
- How to convince the buyers to buy your house? Causes the buyer to fall in love with your house. This completes by the house your introduction. It and is advised you to move "invisible" to them how when they do inspect the house "the secret" feeling and change comfortably for them feel with them about the house, and finally falls in love with it.
Stage 4: Prevention Stage
- What hinders the buyers from purchasing your house?
Expect questions as well as notes and objections on the condition and the structure of your house to be raised if you are interested in your characteristic customer. Normally a lack does not suggest interest in the property in answer after showing the house. If interests are raised by the customers, you must have the precaution to prevent to it. Try to use the strategy of 3Ps. Pre empt the possible interests of the customer before meeting it. Prepare your waiting and potential solution. React per-actively to their interests. And you become a step more naeeher at closing the property.
Stage 5: Position Stage - How to make the buyers believe (logic) and feel (emotion) that your house is the best choice for them? Receive to something research on the price and the condition of other property in the neighbourhood, which are also on the market. This gives you an edge in your selling tactics and in the representation of your property. It permits you also to see that how much the going rate for these property is and you to be able a comparison of these property to do, in order to insure your clients that, what is superior you to have, to others. And if you convinced it, then you are ready you to close the sales.
