Here’s how you can use questions to create opportunities.
Have you ever been in this situation? You have a client who’s ready to list their home, and you think you can get them a great deal, but they heard from a friend that it’s better to wait and sell their home during the spring. What should you say? Today I want to explain how you can use questions to create opportunities with your clients.
You can watch my full response in the video above, or you can skip to each topic using the timestamps provided:
0:00 — Introduction
0:35 — Don’t tell people what to think; use question-based selling
1:12 — Show your clients gratitude
1:39 — Ask why waiting until spring is important for them and listen
2:26 — Write down their specific concerns
2:52 — Digging deep
4:32 — Repeat what you’ve found back to them
5:20 — Offer a conditional close
6:15 — Wrapping things up
If you have any questions, feel free to call or email me. We can go over this material more and maybe even make a tailored business plan. I look forward to hearing from you.