Situation:

Immediately after you show or demonstrate the very first model, floor plan, home site, open house, or completed home.

Strategy:

Pose discovery questions while at the same time asking for the sale by qualifying the customers choice or preference.

Rationale:

People shop using the process of elimination.We want to consciously take them through the process. A customer’s response to any question will be a decision – Yes, No, Maybe. These first three techniques lead the customer through the process of elimination.