I have a quick question for you?
Which of the three skills below do you think is the most important skill?
1. Prospecting 2. Presenting 3. Closing
Go ahead and answer in the comments below.
Now to the lesson!
As we talked about in a previous post, sales is a series of questions that leads people to a decision.
So we must become skilled at asking questions. Remember whoever is asking the questions is in control of the conversation.
We are going to cover some questioning techniques. Typically a prospective client is going to have questions, we must answer them.
The first one I want to go over is called called “load the answer” and ”comma new question”
Typically a prospect is not asking any new questions. For example a buyer may call an agent and ask about a house.
Buyer: How much is that house?
Agent: “LOAD THE ANSWER” That’s an awesome house, it has 4 bedrooms, 2 baths, new paint, new carpet, list price is $225,000, has a really nice family room, great fenced yard “COMMA NEW QUESTION” Does that sound like something that could work for you?
By loading the answer, you’ve pretty much taken their questions away from them and you turned and asked them a question. Keeping in mind that whoever is asking the questions is in control.
If you answer a question with a period, they are going to keep the control. You want to be in control and you must answer their questions.
I purposely put the price in the middle and then added a couple more features. You do not want to give the price and then ask them if that is good. Essentially you would be asking, can you afford this house. It can come off as condescending. They may say something like, we were looking for just 3 bedrooms. It is easier for them to say that rather than we cannot afford it.
Thoughts, questions, concerns or hallucinations 801-999-8209 or Rob@WantMoreLeads.com