Modern marketing in the sales office
By Makon Team · 3 October 2026 · 3 min read
Everything your marketing does ends at one door. A buyer who walks into the sales office has already given you their attention, their time and usually their trust. What happens in the next hour decides whether the money spent on adverts turns into a contract or into a polite "we will think about it".
Show the building, not a brochure
Buyers decide with their eyes. A large screen with the 3D view of the complex and the chessboard — every block and floor, coloured free, reserved or sold — does more than any printed price list. It answers the questions before they are asked and lets the buyer point at the flat they want. In Makon both read the same live availability, so the screen is never wrong.
Use first impressions honestly
Daniel Kahneman's work on how people decide explains why the first number a buyer sees anchors everything after it, and why a finished show flat sells better than a plan. Robert Cialdini's research on persuasion adds social proof and scarcity. The modern rule is to use these honestly: show the real number of flats left on a floor, the real people who have already bought, the real progress on site. Buyers check, and a trick discovered costs the whole project its trust.
“There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.”
A tablet at every desk
A manager who has to leave the table to check a price or find a form breaks the conversation at the worst moment. With the Makon app on an iPhone or iPad, the block grid, the flat's price and history, and the contract are all at the desk.
- Availability checked in seconds, in front of the buyer.
- The passport scanned rather than copied by hand.
- A contract in three steps: choose the flat, sign the buyer, take the payment.
- Each person sees and does only what their role allows, with every action logged.
Listen more than you present
Neil Rackham's study of thousands of sales calls found that in large purchases the best sellers asked more questions and pitched less. A family buying their first flat wants to talk about schools, the commute, the monthly payment. Chris Voss, a former FBI negotiator, makes the same point about price talks: understanding what is behind a request for a discount wins more than arguing about it.
Close the same day, when the buyer is ready
When a buyer says yes, reserve the flat immediately so nobody else can sell it, prepare the contract from your template and agree the instalment schedule at the table. A buyer who leaves with a signed contract and a receipt tells their relatives about the decision they made. A buyer who leaves with a promise of paperwork next week often tells them about the other project they are still considering.
The modern sales office is marketing you can touch: a building on the screen, honest proof, a manager with everything at hand, and a contract signed while the buyer is still sure.
Further reading
Influence: The Psychology of Persuasion
Robert B. Cialdini, 1984
The research behind why people say yes: reciprocity, commitment, social proof, authority, liking and scarcity. Every sales manager should know it.
Thinking, Fast and Slow
Daniel Kahneman, 2011
A Nobel laureate on how people actually decide — anchors, loss aversion, first impressions. Explains why a price list and a show flat matter so much.
Never Split the Difference
Chris Voss, 2016
A former FBI hostage negotiator on listening, labelling emotions and calibrated questions — useful in every discount conversation.