84 Questions to Help Advance the Sale?

Post From The SalesAttitude.com Blog:  Written by William Woodard · Filed Under Sales Professionals

I was looking over some of my past training material today and I ran across an exercise on questions from one of my new hire training programs.  I had the class write out some questions you can ask during the sales process to advance the sale.  I thought these were a pretty good place to start out in developing a sales presentation and conversation.  Maybe you could find a question or two in here that will help you get more sales! 

Here are some of the questions they came up with during the training class:

Questions you can use at the introduction to learn more about the buyer's motivation.

1. What brings you folks out today?
2. Where are you from?
3. Where do you live now?
4. Do you have a home to sell?
5. Why are you thinking of making a change?
6. Are you familiar with the area?
7. What other areas are you considering?
8. Do you work in or near the area?
9. Are you working with a Realtor?
10. What kind of work do you do?
11. What is your time frame?
12. Any ideas of what type of home you are interested in?
13. If you found the perfect home are you ready to move forward?
14. Do you have a payment range or price range in mind?
15. What is your home like now?
16. What do you like about your current home?
17. What would you change about your current home if you could?
18. What would you like your current home to have that you don't have now?
19. How long have you been looking for a new home?
20. How do you feel about the idea of moving?
21. Have you seen any homes you really liked?
22. What builders or communities have you seen that you really liked?
23. What plans or features did you really like?
24. Have you purchased a new home before?
25. Are you familiar with how financing and mortgages work when buying a new home?
26. What is the most important features you are looking for in a new home?
27. Do you have any interests or hobbies that are required for your new home or community?
28. How big is your current home? 
29. What is the main reason for the move?
30. How many people will be living with you in your new home?
31. Is there anyone other than you that will be making the decision on your new home?
32. Have you already spoken with a mortgage company?

    Use these questions to get feedback to continue the sales conversation and as trial closes:

33. Does this look like what you were talking about?
34. How does this compare with what you were looking at?
35. How does this compare with the other homes or homesites you have seen?
36. Does this feel like something you will be happy with?
37. How do you think your - husband / wife /  son /  daughter will feel about this?
38. Does this fit with your goals in purchasing a new home?
39. What is your favorite part of this home?
40. Which home or homesite do you like best?
41. What makes this plan your favorite?
42. What is your second choice favorite choice?
43. Is there anything about this home you do not like?
44. What is it that concerns you?  Other than that, how do you feel about this home?
45. What were you hoping for that this doesn't have?
46. Have you found anything somewhere else that you are not finding here?
47. Looking for new homes is a lot of fun, isn't it?
48. What are you finding to be the toughest part of the home searching experience? 
49. What are your thoughts on this?
50. How does this feel?
51. Does this look like what you had in mind?
52. Do you think this will work for you?
53. Do you feel like you are making some progress?
54. How does this plan measure up?
55. How do you feel about the idea of living in "Your Community"?
56. Is this what you were hoping for or looking for?
57. From what you have seen so far, how does this home meet your needs?
58. From what you told me earlier, it looks like we just found what you were looking for, am I correct?
59. Does this look like its coming together for you?
60. Do you have a good feeling about this plan or homesite?
61. I really get the feeling you like this home. Is that true?
62. How do you feel about the idea of living in "Your Community"?
63. Can I be the first to welcome you to "Community Name"?
64. On a scale of 1 to 10, how does this home or homesite meet your needs?  What would it take to make it a 10?
65. How do you feel about making this home yours today?
66. Are you ready to take it to the next step?
67. Should we go ahead and take this home off the market?
68. Would you like to see how this looks on paper?
69. Any questions before we start the paperwork?

    Questions to help uncover objections: 

70. I know there are a lot of things about "Community Name" you really love. Are there any concerns we didn't didn't address?
71. I know you are not ready yet to make a final decision.  What's your game plan from here?
72. I know this is a big decision for you. What is it that is holding you back?
73. What other obstacles are standing in your way right now?
74. Will I be seeing you again? Why don't we set a date to get together?
75. You seem like you want to go ahead and get this over so you can get on with your life, what can I do to help?
76. I know how concerned you must be about making the right decision.  How will you know when you have found the right home?
77. What's holding you back from going ahead now?

    Questions you can use for follow up:

78. Now that you have had a few days to think about it, when can we get together again?
79. How is your hunting going?
80. What do you think will be your next step?
81. I'd love to get together again and talk.  Is that a possibility?
82. Can we set up a time so I can be sure I won't be tied up when you come by?
83. Have you seen anything else so far that you like better?
84. If you don't find any other home you like as well as the one you found here, do you thing you will move forward on the one you fell in love with here?

Good Selling,

William Woodard - http://www.salesattitude.com/

Do you have some GREAT questions you like to ask?  Share them with us here on SalesAttitude.com by commenting below!

Post From The SalesAttitude.com Blog:  Written by William Woodard · Filed Under Sales Professionals