Only 1 in 10 do emotional attachment right

After training thousands of new home salespeople over my career, I believe I can say with empirical accuracy that only 1 in 10 new home salespeople understand the correct use of emotional attachment.

Many salespeople spend a great deal of energy on relationship building and seeking an emotional attachment with customers.  The result: salespeople invest more time to gain a friend than in making a sale.

In fact, I often tell a story in my training about a salesperson who was brought a fresh-baked pumpkin pie from a prospect but never sold them a home.   The impulse to create emotional attachment is right, but the application breaks down.

Here’s the right approach in a nutshell: You want emotional attachment to your product…not you.  

So, how do you create emotional attachment?  First, you don’t leave the selling of your product to the product.  You, the professional salesperson, are there to facilitate an emotional connection.  That connection may come by way of certain name appliances.  Maybe its a bathroom feature.  Maybe its a pantry.  You won’t know where that emotional connection comes until you go through a proper model-home demo.  Within the demo, you will see the eyes flicker and come to life.  But you must give yourself the opportunity to see the sparks fly.

Please read our 6 Steps to a Proper Model demo.  Better yet, attend our New Home Sales Boot Camp®, we will get you letter perfect on your model demo.