Lowering apartment prices is not helping developers restore sales amidst the wartime crisis. Buyers prioritize the completion status of the property, actual construction progress, and trust in the developer. This is according to Susanna Karakhanian, Head of the Sales Department at the Greenville Group in Kyiv, as reported by Property Times. Against the backdrop of intensified Russian shelling of Kyiv and a deteriorating security situation, buyer activity in the capital has dropped significantly. Market participants estimate that the number of active buyers has decreased by nearly 70% over the past three months.<\/p>\n
“Personally, the situation reminds me of the first year of the full-scale war,” notes Susanna Karakhanian.<\/p>\n
Fewer sales mean a reduction in revenue for developers. Consequently, they are forced to continue construction using their own funds or seek alternative financing sources. Discounts and promotional offers remain a traditional tool for stimulating demand; however, the expert points out that under current conditions, these do not guarantee an increase in sales.<\/p>\n
“If a buyer lacks confidence in the construction process, is focused on personal safety, or is simply not prepared to take on a long-term financial commitment, a price reduction does not always change their decision. Financial concessions are not a compelling driver for sales,” explains Karakhanian. Instead, buyer priorities have shifted toward housing readiness, smaller apartment sizes (as a means to lower the purchase cost), partner sales channels, recommendations, and added value\u2014rather than direct price cuts.<\/p>\n
“Do not try to compensate for a weak product with a lower price. Currently, the strongest argument is tangible progress in construction,” emphasizes a representative from Greenville.<\/p>\n
Remote sales represent another tool for market adaptation. Online consultations, virtual tours of residential complexes, and interactive apartment selection tools make it possible to engage with buyers from other regions of Ukraine and abroad. According to Susanna Karakhanian, a well-structured remote sales process allows a significant portion of the customer journey\u2014from initial contact to the final purchase decision\u2014to take place online. Developers should pay particular attention to CRM systems and artificial intelligence. These tools help monitor the performance of sales staff, analyze the reasons why potential buyers decline a purchase, re-engage prospects in negotiations, and uncover issues that might not be apparent in standard reporting. For instance, analyzing thousands of calls and messages might reveal that buyers are backing out of deals not because of the price, but due to concerns regarding construction timelines, safety factors, or a lack of trust in the developer. At the same time, the expert stresses that artificial intelligence should not replace sales managers; rather, it should assist them in working more effectively with clients and identifying gaps in communication. Susanna Karakhanian identifies the audience’s trust in the developer\u2014which must be reinforced through concrete actions\u2014as the key factor for successful sales in the current environment.<\/p>\n
“Trust is built on tangible elements: actual construction progress, clear timelines, safety infrastructure, self-sufficiency, completed amenities, transparent financing terms, and high-quality service from the sales department,” she emphasizes.<\/p>\n
According to the expert, developers should shift their approach to managing demand: rather than trying to persuade a client to purchase an apartment immediately, they should provide sufficient arguments to enable the client to make an informed decision.<\/p>","protected":false},"excerpt":{"rendered":"
Lowering apartment prices is not helping developers restore sales amidst the wartime crisis. Buyers prioritize the completion status of the property, actual construction progress, and trust in the developer. This is according to Susanna Karakhanian, Head of the Sales Department at the Greenville Group in Kyiv, as reported by Property Times. Against the backdrop of […]<\/p>\n","protected":false},"author":1,"featured_media":12207,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[12,19],"tags":[],"class_list":["post-12206","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actually","category-expert"],"_links":{"self":[{"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/posts\/12206","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/comments?post=12206"}],"version-history":[{"count":1,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/posts\/12206\/revisions"}],"predecessor-version":[{"id":12208,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/posts\/12206\/revisions\/12208"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/media\/12207"}],"wp:attachment":[{"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/media?parent=12206"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/categories?post=12206"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/corporativ.info\/en\/wp-json\/wp\/v2\/tags?post=12206"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}