Real Estate Agent with Century 21 American Properties 9051300


Open-ended questions are incredibly valuable to the sales process (as long as you listen).

They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility.

As a sales professional, it’s very important to have a repertoire of powerful open-ended questions … questions that are answered by more than a simple yes or no … questions where the prospect/ customer gets directly involved in the sales discussion.


Ask the question and let the prospect/ customer give you their answer.

No leading.
No prompting.
No interrupting.


What prompted you/ your company to look into this?
What are your expectations/ requirements for this product/ service?
What process did you go through to determine your needs?
How do you see this happening?
What is it that you’d like to see accomplished?
With whom have you had success in the past?
With whom have you had difficulties in the past?
Can you help me understand that a little better?
What does that mean?
How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?


What do you see as the next action steps?
What is your timeline for implementing/ purchasing this type of service/ product?
What other data points should we know before moving forward?
What budget has been established for this?
What are your thoughts?
Who else is involved in this decision?
What could make this no longer a priority?
What’s changed since we last talked?
What concerns do you have?


How did you get involved in…?
What kind of challenges are you facing?
What’s the most important priority to you with this? Why?
What other issues are important to you?
What would you like to see improved?
How do you measure that?

Now go sell something.

The preceding questions come from Sam Parker (sales expert and bestselling author). Sam runs a web site called


Free Book of Scripts and Dialogues


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Gwen Fowler-CRS- 864-638-3599 SC Mountains & Lakes--
Gwen Fowler Real Estate, Inc - Salem, SC
Gwen Fowler Real Estate, Inc.

Great information! Thank you for sharing these tips. It will help many people who have a hard time starting conversations. 

Aug 29, 2018 07:27 AM #1
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Very informative Micheal. I'm going to use several of those during listing presentations to better know my buyers' wants and needs.

Aug 29, 2018 02:22 PM #2
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Michael Mahoney

Boston Realtor
What is My House Worth?
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