Answer a Question with a Question

 Hi [name] and welcome to your Weekly sales tip for [date]

When a buyer (seller too) asks a question it's a chance to move closer to the sale.

When you meet a new client you want to establish rapport - build that relationship that allows you time to identify their needs and wants - their decision making triggers. Nothing gets in the way of this faster than an awkward silence. The way to keep the conversation going is to answer their question with a question.  Take a look at a few examples and at your next sales meeting or training session come up with a list of questions to answer the common questions YOU ALWAYS get.

"Will the seller settle earlier?"

"How much sooner would you like to settle?"

"If the seller agreed to a date that suited you, would you be prepared to go to paper?" etc

"I want you to pay for the marketing. Why don't you pay it?"

"Can I ask, are you focused on how much you save or how much you make?"

"I won't pay that much. How much can I get it for?"

"Now we know what you don't want to pay, how much would you pay?'

"What price would it need to be for you to go ahead?" 

"Is there something other than price that is in the way?"      

Every house buyer has 5 questions.

1. What will the seller take?

2.  Why are they selling?

3. Have you any interest?

4. How long has it been on the market?

5. What's the RV?

Whlist these are real estate focused questions, every sales business has it's common questions. Every buyer has them, so be ready. Identify your 5 most common buyer questions and have an answer on-hand - so long as that answer ends with a question. (Remember your closing question need not be an open question)

Quote for the week

"Treat people as if they were what they ought to be and you will help them become what they are capable of becoming" 

Von Goethe (1749 - 1832)

Remember to check out the following courses at

3 Day Performance Academy in Auckland Nov 12 -14 - only 2 weeks to go - register NOW

This is an awesome course - suitable for experienced and new salespeople - grow your business to the next level. It includes our huge 470 page manual and CD-rom of docs and letters.

Half day on using Outlook as your Database - Auckland Nov 19th - only $139

Full day - Making a Success of working with your PA - Auckland Nov 27th, Christchurch Dec 4th, Wellington Dec 5th - facilitated by Madeline Robinson 0274 999 004

For any course bookings call us on 09 524 0302

To engage Ian to call your Auctions call 09 524 0302

Have an awesome week [name] and

have fun and make money


Posted: Sunday 22 April 2018

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