Prospective buyers never buy a house ‘cold’. They want to see the house, inspect it, ask questions and satisfy themselves that it is the best choice. The presentation of your house should therefore be a Positively Overwhelming & Memorable Performance or P.O.M.P. for short.
Serious buyers always make a thorough inspection of the house before the give an offer to buy it. They would even employ the services of a professional house inspector to look over the house and see if it is stable and in good condition. Therefore, in selling your house, you should present it in a manner that is a Positively Overwhelming and Memorable Performance (POMP).
Most buyers know what they want in the design and structure of a house. They have a specific idea in mind that helps them decide whether they like the house or not. The POMP must be centered on these issues that can help the buyer decide on your house. See you house in the buyer’s eyes. They tend to be more perceptive of the real condition of the house. You have to learn how to use that perception to your own advantage.
The POMP is divided into 5 stages and addresses several vital issues to close a sale successfully.
Stage 1: Preparation Stage
- How to fix your house to make it appeal to the buyer?
The goal of this stage is to fix the house in such a way it appeals to the positive emotions of the buyer. It should have a welcoming and comfortable atmosphere wherein they could not wait until they can live in the house already.
Stage 2: Probing Stage
- What do the buyers need?
Discover what your buyer wants and needs. The decision of buying the house depends on the personality of the buyer. Knowing this can give you an edge in your argument as to why you house is superior to all other houses up for sale. Try to probe into what they are truly feeling and what they want to accomplish. Check if they fit the criteria of being a F.R.I.E.N.D.
Finance: Do the buyers have the financial capability to buy the house?
Responsiveness: Are they willing to discuss and compromise with you?
Inclination: Does the house fit what they had in mind?
Eligibility: Are the allowed to purchase a property?
Needs: Are their needs and requirements met?
Decision: Are they in the position to decide?
Stage 3: Presentation Stage
- How to convince the buyers to buy your house?
Make the buyer fall in love with your house. This is accomplished by your presentation of the house. It is also advised that you act “invisible” to them while they inspect the house to give them a feeling of “privacy” and become comfortable with how they feel about the house, and eventually fall in love with it.
Stage 4: Prevention Stage
- What hinders the buyers from purchasing your house?
Expect questions to be raised as well as comments and objections on the condition and structure of your house if you buyer is interested in your property. Usually, a lack of response upon showing the house implies no interest in the property. When concerns are raised by the buyers, you have to have the foresight to prevent it. Try to apply the strategy of 3Ps. Pre-empt the buyer’s possible concerns before meeting them. Prepare your response and potential solution. Proactively respond to their concerns. And you will one step closer to closing the property.
Stage 5: Position Stage
- How to make the buyers believe (logic) and feel (emotion) that your house is the best choice for them?
Get some research on the price and condition of other properties in the neighborhood that are also on the market. This will give you an edge in your selling tactics and presentation of your property. It will also allow you to see how much is the going rate for these properties and you can do a comparison of these properties to assure your clients that what you have is superior to others. And when you have them convinced, then you are ready to close the sale.
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