Are you Asking the Right Questions

July 29, 2011 by Shirleen Von Hoffmann Leave a reply »

We have been working with Agents in the field lately on Asking the right questions.

At the moment we are focusing on asking the right questions upfront. The reason I want you asking the right questions upfront is to save you time, energy and to make your presentation as efficient as possible.

I want you to think about everything you say to a prospect and how you say it, why you say it and what information the question gives you back.

So when you say, “What area are you coming from?” you have a reason you ask that question.  It gives you certain information that may take your presentation one way or another.  Thus saving you time.

Try this exercise:

On a pad of paper list out 5 things you want to know right away from a prospect to determine which direction you will go with them.

Now working backwards, list five questions you would need to ask to get the answers you just wrote down.

Make sure to ask them in a way that gets your prospect talking.

Here is an example…

I want to know if they are qualified by a lender before I spend time with them.

Here is a question to achieve that:

How you spoken with a lender to determine your buying power or how much of a home you are qualified for?

While reviewing shops and coaching I see alot of Agents working hard but not necessarily smart. I think by using this technique you may save 30 minutes give or take with a prospect walking around showing them something they don’t want or need.  Asking the right questions gets you to where you want to be with a prospect quicker, so you can focus your energy on listening, closing and writing them!  The point is, find out what they need, then sell it to them!

Happy Sales!

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