1. ALTERNATE OF CHOICE QUESTIONS: FORCES A CHOICE
EXAMPLE:
*WHICH WOULD YOU PREFER, A 15 YEAR OR 30 YEAR PAYMENT?
*I CAN GET YOU THE $10,000 CASH; YOU CAN EITHER BUY A BOAT OR REMODEL YOUR KITCHEN, WHICH IS MOST IMPORTANT TO YOU?
*DO YOU UNDERSTAND THIS DOCUMENT AS I HAVE EXPLAINED IT, OR SHOULD WE GO OVER IT AGAIN?
2. ACTIVE QUESTIONS: FORCES THOUGHT CANT BE ANSWERED YES OR NO.
EXAMPLES:
*WHAT WILL YOU DO WITH THE INTEREST YOU SAVE?
*WHEN WOULD YOU LIKE TO CLOSE YOUR LOAN?
*HOW LONG TO YOU EXPECT TO STAY IN YOUR HOME?
*TELL ME WHAT YOU HAD HOPED TO ACCOMPLISH WITH A LOAN?
3. COMPARATIVE QUESTIONS: ELIMINATES SOMETHING YOU DON'T WANT TO TALK ABOUT AND CONCENTRATES ON SOMETHING YOU DO WANT TO TALK ABOUT.
EXAMPLES:
ISN'T IT TRUE THAT....
*HAVING LONG-TERM FINANCIAL SECURITY IS MORE IMPORTANT THAN THE INTEREST RATE?
*PAYING INTEREST ON CREDIT CARDS IS NOT A GOOD IDEA?
*PAYING EXTRA EACH MONTH ON YOUR LOAN IS BETTER THAN KEEPING IT FOR 30 YEARS?
*DEDUCTIBLE MORTGAGE INTEREST IS PREFERABLE TO NONDEDUCTIBLE PERSONAL INTEREST
4. TIE-DOWN QUESTIONS: STARTS THE COMMITMENT PROCESS, YES, YES, YES
EXAMPLES:
DON'T YOU _____?
CANT YOU ______?
HAVE YOU ______?
*DON'T YOU AGREE THAT PAYING OFF YOUR HOME IN 5 YEARS EARLY IS WORTH $50.00 PER MONTH?
5. ASSUMPTIVE TIE DOWNS: ADDS A TAG LINE TO GET THE YES
EXAMPLES:
*IT WILL BE NICE NOT HAVING THOSE BILLS TO PAY...WONT IT?
*CREDIT CARDS CAN MAKE SAVING MONEY HARD...CANT THEY?
YOU DON'T WANT TO PAY ON A MORTGAGE FOREVER...DO YOU?
6. MULTIPLE CONCLUSION: SURROUNDS THE OBJECTION WITH BENEFITS
EXAMPLES:
*ALTHOUGH YOU WANT TO CHECK AROUND TO MAKE SURE YOU GET THE BEST DEAL...WOULDN'T IT MAKE SENSE TO GO AHEAD AND LET ME QUALIFY YOU WHILE WE HAVE MOST OF THE INFORMATION ALREADY?
*ALTHOUGH THE FINANCE CHARGES ARE HIGH, ISN'T IT TRUE THAT YOU CAN GO AHEAD AT ANY TIME AND REDUCE THEM BY INCREASING YOUR PAYMENT?
*ALTHOUGH THE RATE IS HIGHER THAN YOU HAD IN MIND, ISNT IT A LOT LESS THAN WHAT YOU ARE NOW PAYING ON THOSE CREDIT CARDS?
7. DECISIONAL FORCES A DECISION
EXAMPLES:
*AM I RIGHT IS ASSUMING.....
A) THAT IF I GAVE YOU A COMFORTABLE PAYMENT, YOU WOULD DO A LOAN WITH ME?
B) THAT IF I COULD STRUCTURE A LOAN TO FIT YOUR NEEDS, THAN YOU WILL TAKE TIME TO SEE HOW I CAN HELP YOU?
*I CAN PAY OFF YOUR CURRENT MORTGAGE BEFORE (DATE HERE 15-20 DAYS) THEN...
*WOULD IT BE CORRECT FOR ME TO ASSUME THAT IF WE WERE ABLE TO GET YOU ENOUGH MONEY TO PAY OFF YOUR BILLS, YOU WOULD BE READY TO START THE LOAN PROCESS NOW?
8. FEEDBACK: FIGHTS AN AGGRESSIVE STANCE. FORCED CUSTOMER TO EXPLAIN OBJECTION
EXAMPLES:
*RATES TOO HIGH?
*YOU HAVE TO TALK TO YOUR BROTHER?
*FINANCE CHARGE IS TOO MUCH?
*PAYMENTS ARE TOO HIGH?
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I'm so glad you shared this! I'm bookmarking this page! These are things that I was taught from a master closer! I'm convinced that you just can't get away from the basics! They keep you anchored!
Hi Rob, Thanks for sharing this.
Different personality types respond differently and know alternate ways of drawing people out, I find, is useful! Also, good negotiation strategy-to ask things several ways!
Hugs & Smiles,
Joeann Fossland
e-PRO,GRI, PMN MRE Society, Certified e-PRO Trainer, Master Certified Coach
http://www.joeann.com/ mailto:joeann@joeann.com
Supercharge Your Business:www.joeann.com/realestategame.htm or
The Real Estate Expired Game
"Life is too short to perfect your weaknesses" Joeann Fossland