How many times have you thought you were about to close on a sale, only to have your client back off at the last moment? How often have you spent hours looking for the perfect home for one of your clients and found them not interested when they viewed it?
What your clients are telling you and what they are really saying to you are often two different things. Figuring out what they really want and need versus what they tell you they need can make the difference between selling a home and ‘almost’ selling it.
The first question to ask your client is what is it about their present home that no longer works for them. Why are they looking for another home? What is it about the present time and their present circumstances that makes them want to purchase now?
Ask them how long they have been planning to purchase a new home. Are they in a hurry or at this point, are they just house shopping in general and getting a feel for the market?
If your clients confirm that this is the perfect time for their move, listen to the reasons they give you. Ask them what benefits they are looking for by moving e.g. proximity to schools, shopping, transportation, restaurants, etc. Take notes on the important points and listen to how your clients describe the home they are seeking as it’s the way they describe their perfect home that will give you the clues to the property they will end up purchasing.
What feeling are they looking for in their new home? All potential buyers are looking for a home and property that will make them feel good! Deep inside each and every one of them is a long history of previous experiences that will affect their decision on their final purchase. All buyers have desires and hopes for their new home. Watch their faces as they view the properties you show them. This will give you a good idea of whether or not the homes you have picked out for them to view are really something they would be interested in. Always keep in mind what neighbourhood will make your clients happy and has the most to offer them.
Have a conversation with your clients. Get to know them on a more personal level. Put yourself in their place and listen to what they are really saying. And also what they are not saying! This way you will have a feel for the ideal home that they will fall in love with.
Your job is to help make someone’s dream come true. After all, that is what you’re selling!
Chris Draper
© 2012 DemGen All Rights Reserved.
image courtesy of ryan.grEEneye
