One of the greatest skills any salesperson can have is the ability to listen. So, other than shutting your mouth, what is the best way to do that? Ask lots of questions.
"I keep six honest serving-men. They taught me all I knew. Their names are What and Why and When and How and Where and Who."
- Rudyard Kipling
Most initial interviews, counseling sessions or presentations with potential clients are really nothing more than "prayer sessions" because as the cliche says, you can't answer someone's prayers until you know what they are praying for.
A well timed question will not only give you the answers you need to determine what actions to take to achieve the desired results, the customer or client will also hear themselves and often realize exactly what it is they are looking for.
Spend some time today making a list of all the questions you should be asking your Sellers or Buyers before, during and after each part of the transaction. It might even be a great idea to create a checklist or questionnaire that you follow during your interviews. Don't worry that your clients will think you're "cheating." They will be impressed at your thoroughness and attention to detail.
What are some of your "go to" questions with Buyers and Sellers? Do you use checklists or questionnaires? Share a few of your favorites with me in the comments below this post and let me know why you think they work so well for you.
If you don't get better at asking questions in the real estate business you might soon be asking another question.
"Do you want fries with that?"