What's the single most helpful question you can ask a actual estate prospect? Is it...
a. What exactly is most significant to you concerning the agent you employ?
b. How numerous agents have you interviewed? (Or, How lengthy have you been searching?)
c. What's your scenario with regards to selling/buying?
The answer is "c," What's your scenario with regards to selling/buying. Why? Since that question opens up a conversation which will lead directly towards the heart of their objections.
Question "a" is not a poor question. It is a valuable data-point within the sales conversation. It serves me by giving me data I can use to "spin" my presentation towards what works for them. Even so, it could be noticed as a type of entrapment question since the prospect recognizes that you are asking it to ensure that you are able to set your self up for a sales pitch.
Question "b" is also not a poor question. Once more a beneficial data-point. But this question is noticed by the prospect as much more of an entrapment question. It does incredibly small of any substance within the sales conversation simply because it does not support them procedure their choice or recognize the scenario. It is info you need to know, but by asking it you are focused entirely on your self, not at all on your prospect. Prospects sense that lack of concentrate on them and they subtly resent it, creating it tougher for you to recover your rapport with them.
What takes place if you start off your sales conversation with question "c" is that prospects have a tendency to get straight towards the heart of their important objections or concerns.
For instance, 1 of my coaching customers tells this story. "I met a couple at an open residence. We had a good conversation about what they liked and did not like concerning the home, and what other houses they'd noticed within the location. They stated they weren't working with an agent, but they had been reluctant to set an appointment with me. So I asked them, 'What's your scenario with regards to getting a residence?' They looked at one another after which the dam broke open. They began telling me all about how her ex husband had a lien on her existing residence, and they couldn't obtain until he released it but he was getting a...and so on, and so on."
In my expertise, the scenario question virtually magically lowers a prospect's shields and makes them open up. It is a type question that says "I'm listening".
a. What exactly is most significant to you concerning the agent you employ?
b. How numerous agents have you interviewed? (Or, How lengthy have you been searching?)
c. What's your scenario with regards to selling/buying?
The answer is "c," What's your scenario with regards to selling/buying. Why? Since that question opens up a conversation which will lead directly towards the heart of their objections.
Question "a" is not a poor question. It is a valuable data-point within the sales conversation. It serves me by giving me data I can use to "spin" my presentation towards what works for them. Even so, it could be noticed as a type of entrapment question since the prospect recognizes that you are asking it to ensure that you are able to set your self up for a sales pitch.
Question "b" is also not a poor question. Once more a beneficial data-point. But this question is noticed by the prospect as much more of an entrapment question. It does incredibly small of any substance within the sales conversation simply because it does not support them procedure their choice or recognize the scenario. It is info you need to know, but by asking it you are focused entirely on your self, not at all on your prospect. Prospects sense that lack of concentrate on them and they subtly resent it, creating it tougher for you to recover your rapport with them.
What takes place if you start off your sales conversation with question "c" is that prospects have a tendency to get straight towards the heart of their important objections or concerns.
For instance, 1 of my coaching customers tells this story. "I met a couple at an open residence. We had a good conversation about what they liked and did not like concerning the home, and what other houses they'd noticed within the location. They stated they weren't working with an agent, but they had been reluctant to set an appointment with me. So I asked them, 'What's your scenario with regards to getting a residence?' They looked at one another after which the dam broke open. They began telling me all about how her ex husband had a lien on her existing residence, and they couldn't obtain until he released it but he was getting a...and so on, and so on."
In my expertise, the scenario question virtually magically lowers a prospect's shields and makes them open up. It is a type question that says "I'm listening".
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