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Every question a buyer asks holds the potential for a sale. Overcoming objections and guiding the sales process is the responsibility of the real estate agent, but often the closing process can be an uncomfortable game to see who blinks first.
Wouldn’t it be nice if we already had a set of closing questions up our sleeve to pull out when the prospect warmed up?
Like the elevator speeches we’ve finely crafted to snag the client in the first place, pre-assessed closing questions can be just the polish you need to make your business persona excel at closing the sale.
The Right Questions Avoid Objections
To close a sale you need to be an amateur psychologist and an expert tour guide. Buying a home is an emotional experience, which can often make it easier to close a sale.
Avoid questions that engage the mental processes, which tend to be full of objections. To evoke their emotions, you want to concentrate on bringing the buyer into the dream of owning their own home.
Here are a few such questions to get you started:
1. When do you need to close?
Every family has a different timetable. If you have someone who has already sold a house, they will be much more motivated to find a new one quickly to make sure they have a place to put their belongings before the closing date on their old house. Others may not be in such a hurry.
Prioritize the ones who need to buy now sooner to close faster.
2. How does this home feel to you?
By guiding your prospect to engage their emotions, you will bypass the areas of the brain that evoke objections like it’s not in their price range. Instead, you will engage them on a purely sensory fantasy of what it feels like to live in the home, which is what you want them to be imagining at this point.
Once they can literally feel their way around the idea of living there, half your work is done closing the sale.
3. What features did you like the best?
You can help their imagination by pointing out some features of the home. Let them envision their family in the pool on hot summer days or cooking a large meal for a holiday in the gourmet kitchen.
After reviewing the features you think will sell, ask them which they like the best.
You can gain a lot of information from a house viewing. You may find that a feature like a big yard is of more importance than originally indicated.
By focusing on the positive benefits of a property, you will also be able to sell the house faster in comparison to others that might have been viewed that day.
4. What questions do you have for me?
It may be that the property was perfect, except they didn’t like the appliances. However, the potential buyers may not voice that during the showing in a way that suggested they were ready to buy.
Give them yet another opportunity to voice their questions, to provide you the opportunity to put any objections to rest.
In the instance where a couple loves the house, but hates the appliances, you can offer a work-around in the contract to pay for new appliances.
5. Do you want me to put in an offer?
If you’ve answered all their questions and they’re still not signaling to draw up the contract, then you may need to ask for the sale.
Even if they decide that the house is not the right one, they will most likely explain why not. This will save you tons of time driving them to potential choices that may also have a similar deal-killer.
If they aren’t saying “no” right away, then they just may need a few minutes to discuss it together. Don’t hit the road until you get a final answer!
Arm Yourself with Questions that Help to Seal the Deal
Most of the closing process is a listening game. Try to listen to all the objections raised and try to counter them. Some objections may be ultimate deal-killers and that’s okay. It’s still an objection that can be countered during the next house showing.
If you listen carefully to what your buyer’s reaction is to each viewing, you will quickly fine tune your real estate choices to only properties that meet their household needs. Then, the property will ultimately sell itself as the buyer’s needs and the home will match completely.