Pre-Tour check to include:
· Check prospects website
· Advise Centre Team of tour
· Visual standards Check – ensure tour route is visually presentable
Planning and preparation prior to the viewing is as important as the actual tour. Advise the prospect that they will need at least circa 40 minutes for a tour, perhaps even more if a complex requirement.
There are 3 key elements that must be covered in a tour:
1. Understanding the client requirements
2. Demonstration that the solution you provide matches the requirements and needs of the client - CLOSING
3. Discussion of the commercial aspects of the deal including pricing, terms etc and agreeing the next steps
At each step of the way bear in mind that you are not simply selling a building – you are selling an environment from where your client will conduct their business and there are many aspects involved in the decision: location, style, fit-out, light, access, parking, services, IT and telecoms infrastructure etc. Each of these will need addressing.
1. Understanding the client needs:
Introduce yourself properly in a way that demonstrates to the client that you can help – remember the phrase WIIFM – “what’s in it for me?” that’s what the client is thinking. He does not care that your title is “General Manager”, what he does care about is the fact that you “specialise in helping small companies such as your own find good value professional office space in order to help businesses develop.” This will make your client’s ears perk up!
Understand his needs – This can be done in many ways but typically should take the form of a conversation/fact-find/needs analysis with the client.
Make sure this is in a private area – preferably a meeting room.
How long? It should take as long as both parties need to ensure that you have all the information required to show the suitable solution. Ensure that you set expectations of how long this part will take – running through an agenda can help alleviate problems here.
Advise the prospect that they don’t need to write down detailed notes as you have prepared a comprehensive information pack for them. In the course of your introduction refer and show them the pack and reiterate that it will be given to them at the end of the meeting. A written summary of the meeting will also be given to them before they leave.
Ask probing business related questions and focus on questions that you know will lead to answers that you can accommodate
Steer away from the very generic questions such as:
“how do you see you and your staff utilising the space?”
you will get the answer you need, and a whole lot of extra information too. You will differentiate yourself