With The Fingerprint Strategy the role of the sales person changes significantly. This is one of its great benefits! As NEOs like to be in control of their experience and IF you have built a comprehensive communication program to allow them to discover the project on their own terms, then the NEO who walks into sales center is likely to be well down the buying path. Consequently the role of the sales person is primarily to “do no harm”. Most of them will fail at this. Ideally they should act as hosts, guiding the prospect through the NEO journey but allowing their particular interests to determine the experience.
This is the antithesis of the sales pitch / test close / ingratiating realtor model that exists in 99% of projects today.