What’s the single most beneficial question you can ask a genuine estate prospect? Is it…

a. What exactly is most significant to you concerning the agent you employ?

b. How a lot of 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? Due to the fact that question opens up a conversation that may lead directly towards the heart of their objections.

Question “a” is not a poor question. It is a valuable data-point inside the sales conversation. It serves me by giving me data I can use to “spin” my presentation towards what works for them. On the other hand, it might be noticed as a type of entrapment question mainly because the prospect recognizes that you are asking it to ensure that you may set your self up for a sales pitch.

Question “b” is also not a poor question. Once more a helpful data-point. But this question is observed by the prospect as much more of an entrapment question. It does really small of any substance inside the sales conversation since it does not aid them method their choice or recognize the scenario. It is facts you need to know, but by asking it you are focused entirely on oneself, 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 once you commence your sales conversation with question “c” is that prospects have a tendency to get straight towards the heart of their important objections or concerns.

By way of example, 1 of my coaching customers tells this story. “I met a couple at an open home. We had a good conversation about what they liked and did not like concerning the residence, and what other houses they’d observed within the region. 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 purchasing a home?’ 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 home, and they couldn’t purchase until he released it but he was getting a…and so on, and so on.”

In my expertise, the scenario question practically 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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