Making The Grade: The A-B-C's Of Rating New Home Customers

New home salespeople, builders who make their sales, and Realtors who staff model homes for builders need an objective, definitive way of rating all the people they see and talk with about purchasing a new home. It's easy to devote energy to people who have very little or no interest in actually making a purchasing decision. At the other end of the spectrum is ignoring people who really are good candidates for making a decision because the chemistry isn't there and you don't connect with them or find any common ground. That's where this book becomes invaluable. It is based on the "ready, willing, and able" formula that most salespeople are familiar with, but it adds a very important missing ingredient that turns this into the perfect rating system. For the first time, the three main criteria in evaluate level of interest and ability to make a decision - "ready," "willing," and "able" - have been quantified and defined as objective criteria that will mean the same regardless of who uses them. Then the missing ingredient of how well someone likes you and wants to do business with you is added so that you can focus your time and energy where you have the highest probability of making a sale. This book lays out a system that takes all of the guesswork out of rating a customer. No more subjectivity and shades of gray.