Selling upgrades to homebuyers can be crucial in today’s market. And with designers having more one-on-one time with their customers, it’s a more achievable goal. To better your chances, make sure you and your designers are following these four simple rules.

1. Have an open house to give your homebuyer time to preview their available options. They’ll be more relaxed knowing they can see everything at a leisurely pace. This is also a great time to get to know one another before the actual design appointment so you’ll both feel more comfortable in the decision making process.

2. Have your dealers create controlled choices for your buyers by grouping upgrade selections together for them.  For example, if you’re selling a Classica system, create one set of drawers for them to choose from, or one door and drawer combination, so they won’t have to put these options together themselves. This reduces their anxiety about making individual selections, making appointments more efficient for both the designer and homebuyer. And, you’ll have more control over the number of option choices.

3. When presenting to your customer, make sure you’re offering them the best choice to fit their needs as their first option. SCHULTE offers controlled choices that are customized to the price of the home and their individual floorplan. With SCHULTE’s easy program, it’s simple for them to go through the selection process.

4. Finally, show them your value. You can offer them a storage system at less than what they would pay in an after market situation - plus it will be professionally installed and they can roll it into their mortgage. For instance, you can offer a $1,500 Classica design with a mark up of 20 percent and it will offer more features than the home buyer would get if they paid to have it installed after move in.

We know that selling homes isn’t easy, but selling upgrades should be! There is value in the storage solutions that you can offer through SCHULTE’s easy to upgrade programs. Plus we have made the process so efficient that your staff doesn’t have to invest a lot of time.