Page 8 - St. Elmo Launch Packet

ACT FIVE: SELECT
This is where your hard work, planning and execution pay off!
The time for “selling” has now passed! Think of it like this – trying to make a sale at a selection event is like trying to find a bride or groom on your wedding day!
Steps
to a great selection release
1. Buyer is fully aware of the selection process and how they participate
2. Buyer has broadened their selections and remain open to a variety of options
3. Buyer is prepared to purchase; all questions & concerns have been resolved
4. The group dynamics of the release encourage active participation
5. The release is organized, structured and fair
6. The release experience represents the Seller culture, the community and
product worthiness
7. All expectations are met, as originated at the beginning of the reservation process
Celebrate the success with your Buyer!! Congratulate them and reaffirm their great decision(s).
The period of time directly after selection is a time for you to stay in close contact with your Buyer.
Don’t stop being their Trusted Advisor, ever.
Your Commitment: You are there for them through design, construction and ultimate closing. Anything they might need, you are their person!
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