It’s inherent that some salespeople do all the talking – but seldom ask enough questions. The right questions can really work magic.
Here are 20 magic questions to ask when starting to work with clients.
- What is your main objective when buying a home?
- What game plan do you have in mind?
- What is the biggest problem you currently face?
- What are you doing now to help solve the problem?
- What other ideas do you have about the home you want to buy?
- Who else is involved in the decision?
- What do you like most about the idea of owning a home?
- What is your biggest fear when it comes to owning a home?
- If you could have any house that you wanted, what would it look like?
- Why are you motivated to buy a home now?
- What has been your previous experience?
- How would you feel if you did not buy a home?
- What is your budget?
- What financing alternatives have you considered?
- How would buying a home benefit you personally?
- How can I help you with the home buying process?
- Is there anything that is keeping you from buying a home?
- What do you see as the next step?
- Are you working with a deadline?
- In a perfect world, what would you like me to take care of for you?
Not all questions may apply, but consider creating a “form” listing all the questions to prompt you to ask them. How about sending out an email version to prospects that call you? Or sending out the form with your promo packet?
Word of caution: Don’t take the answers at “face value”. Sometimes the answer prompts another question. For example, the answer might be that I want to be near a school because my children are in sports! How near? 2 blocks? A mile? Within a 5 minute driving distance? The questions open the door for more dialogue and building trust.
If you are working with many different clients, you can’t remember everything. The added benefit is that it gives you a record of exactly what they say they wanted. If they have changed their mind, you can go back to the form and record the changes.