Background:
Working with a reputed organization in the Magarpatta vicinity gave me firsthand exposure to one of the toughest challenges in real estate sales. Interestingly, the issue wasn’t with the product itself but with the way the project was presented to potential buyers.
The Challenge:
Unlike competing projects in the same area, this site lacked several key features that usually help build trust and excitement among clients:
- ❌ No sample flat to showcase the living space
- ❌ No audio-visual presentation to highlight the project’s features
- ❌ No lavish office setup for meetings
- ❌ Very minimal hospitality arrangements
- ❌ No experience centre to immerse visitors in the lifestyle
- ❌ Entrance area affected by a nearby canal, creating a negative impression
- ❌ Only a single-building project with basic amenities
- ❌ Limited ability to handle multiple family visits at the same time
- ❌ Locality often perceived negatively by buyers
- ❌ Poor approach road, inconvenient to navigate
Key Question:
How do you successfully sell such a project when competing developments—just 1–2 km away—offer every facility mentioned above (and more) to impress clients?
Learning for New Sales Managers:-
This case highlights a common but often overlooked reality:
- Not every project comes with premium presentation tools.
- Sales success often depends on skill, creativity, and customer trust-building, especially when product positioning is weaker.
- Understanding buyer psychology, focusing on the strengths of the project, and managing objections become the most critical skills in such scenarios.
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