Part 4: Product Selections

Tap Here for Series Cheat Sheets

Step 1: Explain the Different Series

The first step is to walk through Series differences and pricing based on the buyer's spending plan. At this point, you have worked with your potential buyer to nail down their spending plan, so present each series based on their financial needs and "how we live in the home" needs.

Explaining Series 1 – this collection was built so that the base price of the home is the most efficient without sacrificing good design. Summit Homes believe that everyone should be able to purchase a new home.
- Standard Features of Series 1
  - LVP in the standard main area
  - Carpet in standard areas per plan
  - LVP in bathrooms
  - Laminate countertops with a 4" straight splash at the wall
  - Fiberglass tub/shower units in all bathrooms with chrome plumbing fixtures
  - Nickel door hardware
Explaining Series 2 – this collection comprises all of our bestselling LVP – what's that? LVP = luxury vinyl planks. In this series, you will also have a choice of quartz countertops. Our standard splash is a 4" piece made from your countertop color. Metal finishes like plumbing, lighting and hardware can be nickel or black. The stair carpet is changed to a deficient pile cut/loop product.
- Standard Features of Series 2
  - LVP in standard main areas
  - Textured carpet in standard areas per plan
  - Cut/Loop low pile patterned carpet on stairs
  - LVP in bathrooms and laundry room
  - Quartz countertops throughout with a 4" straight splash at the wall
  - Fiberglass tub/shower unit at guest bathrooms
  - Fiberglass shower stall with glass doors in primary bathroom
  - Choice of nickel or black plumbing fixtures
  - Choice of nickel or black lighting fixtures – Classic group (selection per plan)
  - Choice of nickel or black door hardware
- Quick design vision for Series 2
  - A – light flooring throughout
  - B – medium tone plank flooring with warm gray bathrooms
  - C – light tone plank flooring with gray bathrooms
Explaining Series 3 – this collection takes the upgraded items that our customers love. The main area flooring is changed to engineered wood*, and the bathroom flooring is changed to ceramic/porcelain tile. We have also changed the carpet to a lower pile selection in standard carpet areas. In this series, you will have a quartz countertop choice, and the backsplash in the kitchen will have tile installed.
- Standard Features of Series 3
  - Laminate planks standard main area
  - Carpet in standard areas per plan – lower pile texture, more colors
  - Cut/Loop low pile patterned carpet on stairs
  - Ceramic/Porcelain tile in bathrooms and laundry room floors
  - Tiled walls with fiberglass shower base in the primary bathroom, including glass door
  - Quartz countertops throughout with 4" straight splash in bathrooms
  - Quartz countertops in kitchen with tiled backsplash to bottom of upper cabinets
  - Choice of nickel or black plumbing fixtures
  - Choice of nickel or black lighting fixtures – Modern group (selection per plan)
  - Choice of nickel or black door hardware
- Quick design vision for Series 3
  - A – Warm medium and neutral laminate flooring with a light gray floor tile that features white veining. Textured white subway tile at the kitchen backsplash.
  - B – Deep brown toned laminate flooring with a medium gray floor tile that features white veining. Sleek gray subway tile at the kitchen backsplash.
  - C – Light blonde laminate flooring with marble style floor tile and taupe textured square tiles at the kitchen backsplash.
  - D – Warm medium and neutral laminate flooring with a dark graphite floor tile featuring white veining. Sleek white subway tile at the kitchen backsplash.

Step 2: Choose the Series

Once you have decided on a Series, begin asking design preference questions so you can narrow down the curated package for their final selection.

Pulling the interior selections together - presenting the other details to complete the design presentation.
- Cabinetry – you have a vanity display (with Series 1 finishes). Show the soft-close doors and drawers – this is a great selling feature. Have them choose between the colors (color choice for cabinets in series 2 & 3 only). Lay the cabinet sample with their selections (next to the main floor sample).
- Countertops – If your buyer chose Series 2 or 3, you will show them the quartz top samples. All bathrooms are 1.5CM and only one color – place that sample on the LVP or tile selection. Have them select a color for the kitchen – place that sample next to the cabinet sample and backsplash if Series 3 is selected.
- Interior Paint – present the available colors for Series 2 & 3 and have them choose one color. All trim will be white.
- You can move on to the exterior once you have made all interior selections.

Making Exterior Selections - Paint color schemes have been curated with our most popular colors and categorized as "CLASSIC" (included in the base price) or "MODERN". ALL windows are white and cannot be changed at this time.
- Based on the elevation your buyer chooses, you can lead them to a great color scheme; just remember that the Classic Schemes all have white trim, and the Modern Schemes have black trim.
  - There is a premium charge if someone chooses a white or very dark body.
  - The MODERN scheme includes a stain color for wood features.
- The same color cannot be chosen if it exists on the 3 homes across or the 2 homes on each side of the home you are selecting a color scheme.
- Once you choose the color scheme, the buyer will select door colors.
  - Front door – Choose from selections available OR either of the colors from the selected color combo.
  - Garage door – Choose from selections available OR either of the colors from the selected color combo.
  - Make sure you agree that the colors chosen make sense and will not make the home stand out as wrong.
- If the elevation they have chosen has a stone – grab your card stock stone pictures and have them choose the color that looks best with the color scheme they chose.

Problem Solving / Objection Handling

You may experience negative feedback – some examples and how to handle
- "Series 1 is too basic."
  - The best response is to talk about the features of the next-level series and let them know how the upgrade cost would contribute to their monthly loan payment – probably not a lot. If the buyer must stay at this level, assure them that the look is classic – if the panoramic digital is available, show them how the series will look in their chosen plan.
  - Based on your buyer profile for this contract, you can talk about easy DIY later. This could lead to further objections, so make sure the buyer is okay with a suggestion.
- "These selections are limited; I would rather work with a designer to choose my finishes."
  - I realize that personalizing your new home is very important to you. Our designers built these design collections based on the most popular products our current homeowners have chosen in the design studio– the best of the best in looks and style. The curated packages are neutral enough to really work with anyone's design style. You seem like a person with great taste, and I have no doubt you will make your home fabulous when you move in!
- "I don't like the bathroom tile in this package. Can I change it?"
  - Unfortunately, the answer is no. We have set up these curated packages to simplify the ordering process and ensure the correct products are installed.
  - You will encounter "Can I have the wood floor from this package, the tile from this package and the carpet from this package?" - the answer is a definite NO. None of the items can migrate from one package to the other.
How to handle customer requests
- Buyers will always want the things you don't have. If you set the expectations up front that Summit Homes has carefully curated the packages and the finishes in the homes based on efficiency, price, and style – you should not encounter too much.