Notes for owners · Sales management
How to show the full cost of a flat without losing the enquiry
A price sheet layout that lists the base rate, the other charges and the likely total of a flat in one place, so the buyer does not have to unpick a low headline figure later.
The GullySales team · Updated 17 Oct 2026 · 6 min read
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A price sheet that lists the base rate, every other charge and the likely total in one place gives the buyer less to unpick than a low headline figure. A buyer who finds the extras alone, at the sales office or in the agreement draft, may decide that everything else you told them is incomplete too. Showing the whole number early can cost you some enquiries. The trade is that you lose fewer buyers at the token stage.
Why does a low headline rate backfire?
Many buyers know there is a base rate per square foot and that it is not the final price. When an advertisement shows only the base rate, the buyer adds a guess for the rest and compares that guess with a rival's.
If your real total then comes out above their guess, the gap can feel like a trick, even when every item is legitimate. A buyer who feels tricked will tell the family, and the family is who decides.
What goes on the sheet?
Show every group of charges in a fixed order, with a short note on how each is worked out. The items differ by project and state, so treat this layout as a skeleton to fill with your own lines and check with your own adviser.
| Line | What to state | Note for the buyer |
|---|---|---|
| Base rate | Per sq ft, and on which area | Say whether it is on carpet, built-up or super built-up area |
| Unit area | The area you are multiplying | Show how it was arrived at |
| Floor, view or corner premium | If any, per sq ft or lump sum | Tell the buyer which units carry it |
| Parking | Included, or priced separately | Open, covered, number of slots |
| Statutory charges and taxes that apply | Each named, with the basis | Mark clearly which change with rules |
| Registration and stamp costs | Whether they are in or out of your figure | Rules differ by state and change |
| Maintenance deposit, corpus and similar | Amount or basis, and when payable | Say what it covers |
| Utility connections and legal fees | If you charge them | Say what the buyer pays you and what they pay others |
| Likely total | The sum, with the date of the sheet | Say it is an estimate until the agreement is signed |
Add a footer: "Rates and charges are as of [date]. Government charges depend on rules in force at the time of registration." Keep the wording to what is true for your project, and check it with your adviser.
A worked sheet, with figures made up for the purpose
Take a two-bedroom flat in a mid-rise project in Gorakhpur. The figures below are illustrative only, to show how a sheet reads. They are not what any project charges.
| Line | Illustrative figure |
|---|---|
| Base rate ₹4,000 per sq ft on 1,000 sq ft | ₹40,00,000 |
| Fifth-floor premium | ₹1,00,000 |
| One covered parking slot | ₹2,00,000 |
| Maintenance deposit and corpus | ₹1,50,000 |
| Statutory charges and registration, in a separate block, set by rules in force | filled from the current rules |
| Likely total before statutory charges and registration | ₹44,50,000, marked "estimate" |
Written like this, the buyer sees what the builder keeps and what goes elsewhere, and where a number can move. Use your real figures on your own sheet, with your adviser's check.
A common mistake is printing only the first line on the hoarding and leaving the rest for the back page of the booking form. Put the all-in estimate on the sheet handed over at the first visit. Keep the base rate on the hoarding, with the words "base rate" beside it.
Two projects, one rate, two different flats
A buyer comparing your rate with a rival's is often comparing different areas. One project quotes on carpet area, another on super built-up area, and the same number per square foot buys a different flat. Write the area basis next to every rate you publish, and put your own total next to the rival's total when the buyer brings one. Do not run the rival down; do the sum with them.
How should the salesperson present it?
Walk the buyer down the sheet in order and stop at each line that surprises them. Do not skip the statutory block because it is awkward; that is the block they will ask about. If you do not know how a charge is worked out, say so and promise to confirm; do not guess.
Hand over the sheet only after you have asked which unit the buyer is considering. A sheet for the wrong unit starts the wrong argument. And give a printed or PDF copy with the date visible, so the buyer can compare it a week later against anything else they receive.
The site visit checklist for property sales teams shows where in the visit the sheet comes out.
When not to show everything at once
Not every enquiry needs the full sheet. A buyer who writes at midnight asking "price?" is helped by a clear range for the size they named, with a note that the sheet follows on request. Dumping a table of nine lines on a cold enquirer overloads them. Use the full sheet at the visit or when the buyer says they are comparing totals.
Do not show an "all-in" figure you cannot stand behind. If a government charge could change before registration, say "estimated" and say why. A confident figure that proves wrong costs more trust than an honest range would have.
Who owns the sheet
Name one person to own it. When the rate, a charge or unit availability changes, that person issues a new dated version and tells the team the same day. Collect the old copies. A salesperson quoting last season's sheet from memory is an easy way to start a price dispute.
Your first task: fill the nine-line table for one unit type with your real figures and have your adviser check the statutory lines. The real estate and construction hub has the rest of the sale around the sheet. To have a sheet built for your project, tell us what you need.
