Overview

If you think your customer's home buying experience ends with the signing of the sales contract -- think again... To be a successful full-service home builder in today's market you must offer more than just a well-built home -- you must give your customers the opportunity to design a home that suits their individual tastes and lifestyles. By offering a range of options and upgrades, you can do just that. The design phase is your best opportunity to make a lasting impression and ensure that your buyers will favorably remember their experience with your company. In Option Selling for Profit, authors Gullo and Rinaldi share their hands-on understanding of high-powered selling in the ever-expanding market of options for new homes. With this book you will learn how to: create an option sales program that motivates customers to buy; capitalise on your options and upgrades program to increase your bottom line; empower your sales team with the tools they need to succeed; cultivate loyal customers; deliver outstanding customer service; implement a profitable design program no matter the size of your company. The book gives you access to a Web page with 19 downloadable tools that you can customize to suit your specific needs.

Full Product Details

9780867186420

Table of Contents

Reviews

From pricing to sales presentation, this book will help you learn how to sell options and increase your bottom line. -- S Robert August, President, S Robert August & Company, Inc., and President, Institute of Residential Marketing

""From pricing to sales presentation, this book will help you learn how to sell options and increase your bottom line."" -- S Robert August, President, S Robert August & Company, Inc., and President, Institute of Residential Marketing

Author Information

Gina Gullo and Angela Rinaldi are co-authors and consultants to the building and design industries. Their book Option Selling for Profit coaches builders and designers on how to make the most out of every home sale by creating an effective Design Center options program and selling to individual consumer lifestyles. It includes 19 downloadable forms and other tools that help create a well-run Design Center or reorganize an existing one to be more profitable. Their company, Better Builder Strategies, offers services in design center option program development and implementation, sales and design training, operational organization, and space planning. A business owner and operator for 30 years, Ms. Gullo has worked in retail, in the financial markets, and as an interior designer. She directed design studio development for WCI Communities Inc., a major home building and development company in southwest Florida, overseeing option programs, studio environments, operations, and training programs. Ms. Rinaldi's experience encompasses 32 years in the education, retail, and home building industries. Her home design and option selection experience spans the high-end custom and production home markets. She has coordinated design development for custom homes, assisting discerning buyers one on one with the selection process. She helped manage a high volume home design center and was the senior design associate and head of training for WCI Communities Inc. Prior to that, Ms. Rinaldi worked in publishing and advertising in New York. In Option Selling for Profit, Ms. Gullo and Ms. Rinaldi share their hands-on understanding of high-powered selling in the ever-expanding market of options for new homes.

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