Do You Know the Power of Asking Questions?

By
Real Estate Agent with HomeSmart Elite, Scottsdale AZ

QuestionDid you know that simply by asking questions a prospect or client can be encouraged to do most of the talking?

What a relief--let THEM do some of the talking for a change!

More to the point, your astute, non-threatening questions will shift the focus to them--where it belongs--and flatter them by showing your interest.

And even more important than that, questions help people resolve their objections. Many people find that thinking out loud is the best way to clarify how they feel about unresolved issues. In so doing it also helps you gather more information (which leads to more questions).

This beneficial loop can go on for quite a while, but in the end the process will reveal the other person's true motives, hidden agendas or defense mechanisms without any pressure on your part. You can watch in amazement as they solve their own objections and credit you for helping them.

As a result, your stature in their eyes will be greater, they will like you more, and you will have avoided all kinds of problems from slips of the tongue and other blather you might accidentally utter.

Here are a couple of my favorite questions. "What kinds of things would you need to hear from me today to make you comfortable working with me?" or "What were you hoping that I could do?"

They will tell you how they want to be sold!

 

Comments (8)

Shelly Whitworth
MorSystems.com - Carmel, CA

This is the one! "What kinds of things would you need to hear from me today to make you comfortable working with me?"

Great job, get them to stop drilling you and get them to tell you what they need in a nice, diffused way.

 

Shelly Whitworth
www.MorSystems.com
www.MMGCustomSites.com

Feb 18, 2010 07:22 AM
Song San
Coldwell Banker Dynasty - Rosemead, CA
Broker, MBA

  I good book I am reading currently mentioned that by asking questions it give you control over the conversation. As mentioned, asking good questions help you find the client's motivation and true motives. Do you believe so?

Feb 18, 2010 07:59 AM
Merrill Moss
HomeSmart Elite, Scottsdale AZ - Scottsdale, AZ
Scottsdale AZ Homes For Sale

Song San -- I sure do!

Feb 18, 2010 09:24 AM
Anna Banana Kruchten CRS, CRB, Phoenix Broker
HomeSmart Real Estate BR030809000 - Phoenix, AZ
602-380-4886

Merril - have you heard of Ninja Sales?  Asking questions is a Ninja Trait.  All good stuff!  Nice to see another AZ person on AR!

Feb 18, 2010 09:58 AM
Merrill Moss
HomeSmart Elite, Scottsdale AZ - Scottsdale, AZ
Scottsdale AZ Homes For Sale

Anna -- Sorry, but I have only heard of Ninja turtles. :-) Glad to know that questions are appreciated from many perspectives, though.

Feb 18, 2010 12:07 PM
John Howard
Century 21 LeMac Realty - Mountain Home, AR
GRI, Mountain Home, Arkansas 870-404-3614

Merrill,  Thank You for the tip.  I will be asking more questions.....and listening intently!

Feb 18, 2010 02:09 PM
doug diller
Goal Line Inspections - Portland, OR

Instead of saying "can I help you?" say "how can I help you?"  It's a double bind question that should give you some good info.

Feb 18, 2010 06:53 PM
Shelly Whitworth
MorSystems.com - Carmel, CA

The flip side of this is, answering questions before they ask ~ another fine art ;)

 

Feb 22, 2010 03:11 AM