Top Tips On...

Qualifying a customer

  • Find out how much time a customer has for this visit without exposing information that may cause time to be spent without a productive return
  • Gain all personal details conversationally before leaving the sales office
  • Add in 3 points of valuable Berkeley Difference early in the meeting: Berkeley Group/individual brand| 2 year customer care including 24/7 emergency call out and 10 year structural warranty | Greener living -savings on energy bills or water | Sustainability/20:20 Vision | Specification
  • Demonstrate your local knowledge so that it is relevant and valued by the customer
  • Be progressive in style, constantly punctuating the meeting with summaries that gains customer agreement before launching into showing specific product (off plan or a physical unit)
  • Proactively cross-sell within the brand and/or across all Berkeley brands if you are unable to help the customer on your development

Berkeley, Sales and Marketing Newsletter, Issue 1, Top Tips on qualifying