Holiday Home Sales – Feast or Famine?

December 9, 2010 by Shirleen Von Hoffmann Leave a reply »

By Shirleen Von Hoffmann President and Sales Coach for HomeBuilders AdvantEdge Copyright 2010

“Call me after the holidays”, can really get a sales persons blood pressure up. Every year at this time, salespeople get frustrated with clients who give this line as a reason to stall because they are too busy with Holiday mania.

I hear it all the time from Sales People, that the Holidays are the worst time for Sales. First of all, I say, not true. Holidays are the busiest times for Sales People if you are thinking quicker than the average bear. Do you ever notice how Top Producers are busy no matter what? That’s because they are always thinking of every minute of their day and they out think their client.

Call me after the holidays is what people say when they are too busy to deal with you right at the moment. Therefore, you need to give them a compelling reasons why NOW IS THE TIME TO BUY.
Find a reason to create urgency about why, if they buy now, they will get the deal of a lifetime compared to after the Holidays.

Here are a few examples…

“It’s our year end; we are running our annual year end special that will end after the Holidays. We run one every year but with the market picking up I doubt pricing will ever be this low again!”

“We are including $_________ in our homes at no cost as our Holiday bonus. I can tell you the inventory I have will not be here because of the interest I am seeing, I have already scheduled four appointments for next week.”

“These homes will not be here after the Holidays because of the aggressive year end pricing we have in place. Trust me the phone has been ringing off the hook. So I thought I better give you a call as well because I know you were truly interested.”

“My Builder is running a special on the home you love and I have two other couples looking at it this weekend, I wanted to give you a heads up.”

The bottom line is if you think, “Call me after the holidays” is going to get in your way, then it will. You need to be more creative than that and find a way to get their attention, even during the Holidays. And only bring one thought to work with you…”The holidays are my busiest time of year and the time when I make the most sales.”

So Happy holidays and Happy Sales

PS: If you want more coaching on this subject, Call me after the Holidays! .

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One Response

  1. Gregg Bauer says:

    Hello Shirley,

    You had good action points with your “Call Me After the Holidays” article…..

    Your ending of “PS: If you want more coaching on this subject, Call me after the Holidays! ”
    can be taken two ways……my first reaction was that it negated everything your article was about.

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