Show your property
Those who are looking for a house will not buy a ‘cold’ property. The buyers would want to check out the house, examine it, ask questions and make sure that the property is the one that they are looking for. Thus, it is important to present your property in P.O.M.P or Positively Overwhelming & Memorable Performance.
Those who are serious about purchasing the property would want to examine the property carefully prior to making their offer to purchase it. It may so happen that they would hire a house inspector to inspect your property to find out whether it is in good and stable state. Thus, when you are selling your property, make sure that the property is presented in a Positively Overwhelming & Memorable Performance.
Usually, the purchasers know what they are expecting regarding the structure and design of the property. They will have few ideas in mind which will assist them in deciding whether a property is right for them or not. The issues that the POMP should be focused on are these which will assist the buyer in settling whether the property should be brought or not. You should see your property in the eyes of the buyer. Buyers are more observant regarding the actual state of the property. Thus, you should utilize the perception to benefit you.
There are five phases of POMP and each of these talks about many issues regarding how you can successfully conclude a sale.
Phase One: Preparation
What should you do to your property so that it can attract potential buyers ?
The main purpose in this phase is to make your home appear in such a way that it will draw the buyers towards it. The property should look inviting and have a comfortable environment which would want the buyers to live in the property as soon as possible.
Phase Two: Inquiring
What are the buyers expecting ?
Find out the requirements and expectations of the buyers. Whether or not the buyer will buy the property will be influenced by his personality. If you know what the buyers are expecting then you can tell the buyers why your property is better than all other properties. Make an attempt to look into the feelings of the buyers and what the want to attain. Find out whether they can be F.R.I.E.N.D.
Finance - Do the buyers have enough money to purchase the property?
Responsiveness - Are they willing to negotiate and compromise?
Inclination - Is the property what they are looking for?
Eligibility - Are they qualified to buy the house?
Needs - Does the buyers requirements and needs meet with the property?
Decision - Can they make the decision?
Phase Three: Presentation
What should you do to persuade the buyers to buy the property ?
You should make the buyer fall for your property instantly. You can do this be presenting your house in a good way. You should also act as though you are not there when they are checking the property so that they feel that they have their privacy while inspecting the property. This way they would feel comfortable with the house and fall in love with it.
Phase Four: Prevention
What is it that stops the buyers from buying your property ?
If the buyers are interested in your property then they would give their opinions (positive and negative) on the structure of the house. They will also ask questions so if you see they the buyers are not asking or commenting much then they are not interested in your property. If you see that the buyers are worried over some aspects of the house then you should try to prevent them from worrying so much by clarifying things. Apply the strategy of 3 Ps. Pre-empty the worries of the buyers. Prepare your answers on any possible questions or doubts. Proactively answer to their worries. This way you can conclude a sale faster.
Phase Five: Position
What can you do to make the buyers believe (reason) and feel (emotion) that your property is the best ?
Try to find out information regarding other properties (state and cost) in the same area that are put up for sale in the market. This way you will be able to present your property in such a way that the buyers would feel that your property is the best they can get. You will also know the going rate of other houses and you can ensure your buyers that they would be getting a better deal if they buy your property. After convincing them, you are ready to conclude the sale.