Recently, I had the opportunity to visit with a client and was pleasantly surprised. The Sales Manager explained that they weren’t currently using all of the features in their new home sales system to capture all the sales information, but then she explained that they did use it for many important functions. She explained that even though they didn’t use it to its fullest extent, it was still a very helpful tool, and she excitedly described how it recently helped her land a very important sale.
A husband and wife had come into the sales office one day and told her that they had visited and taken a look around a couple of years ago, and liked what they saw, and they were getting closer to being ready to buy. The Sales Manager welcomed them back, and invited them to take a look around the model, and politely excused herself, saying that she needed to take care of something in her office and that she would be back in just a moment. She rushed back into her office and pulled up their names in their CRM system, and was able to refresh her memory by reading all of the detailed notes she had recorded during their earlier visits. She returned to her buyers, and created opportunities to work the pieces of information that she had gathered from their visits 2 years ago, into the conversation. The prospects felt very special and thought it was absolutely amazing that she remembered so much about them.
The Sales Manager told me that she ultimately closed a sale with them, and that the prospects mentioned they were very impressed with her ability to remember them. While she recognizes that there were many other factors that impacted the final purchase decision, she was also confident that her effort to enter additional prospect information in the new home sales and CRM system played a large role in landing the sale.