Sales questions to always ask.

If you were working with a real estate buyer what questions would you always ask? There are the easy ones like what do you want and how much do you want to spend but what else would you ask?

P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.

I'm gonna leave this one for someone else , but don't ask how much they want to spend. Instead, ask how much they plan on investing. Afterall, a home is an investment right?

Quote:

Originally Posted by realtor

If you were working with a real estate buyer what questions would you always ask? There are the easy ones like what do you want and how much do you want to spend but what else would you ask?

P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.

At the very least you want to find out what the client "wants", what the client will "qualify" for and "when" the client will/can close. Don't leave the office without this information.

Investing - wants - qualify - when, got it and will do. :wi Thank you again.

On a more personal note, I'd be inclined to learn more about the customer, apart from the sales information you're trying to get (qualifying). For me, a big part of a large sale (such as property) is connecting with the customer and building repoire and trust.

I'll qualify that with: I've never sold real estate.

Quote:

Originally Posted by klorpet

On a more personal note, I'd be inclined to learn more about the customer, apart from the sales information you're trying to get (qualifying). For me, a big part of a large sale (such as property) is connecting with the customer and building repoire and trust.

Do you have any certain questions that you tend to ask?

Quote:

Originally Posted by klorpet

For me, a big part of a large sale (such as property) is connecting with the customer and building repoire and trust.

I think Neil Rackham, the author of SPIN Selling, is of the same opinion. I know I am.

Quote:

Originally Posted by realtor

If you were working with a real estate buyer what questions would you always ask? There are the easy ones like what do you want and how much do you want to spend but what else would you ask?

P.S. I know people in my office can answer my questions but I'd like to get feedback from as many people as possible.

I've never sold real estate, so I don't know that I can help with specifics. My own experience with realtors, is that they're always trying to sell me more house than what I want (or need). If I've said I want to stay in a certain price range, that's what I want to spend. I stopped working w/ a realtor because they had finance people calling me to discuss 0% financing. This was to 'help me' buy more house.
I'm starting to rant, so I'll leave it here.
Point here--listen to the customer!! They'll tell you what they want and how much they want to spend.

Susan

Quote:

Originally Posted by susana

Point here--listen to the customer!! They'll tell you what they want and how much they want to spend.

This does happen quite often and Susan makes a great point.

I'd think it would be helpful to *you* as far as a sale is concerned to asked questions about what they would do with certain space. It seems it would maybe make a buyer envision that area with their own belongings? I can say this because when I bought real estate relatively recently, I was asked what I'd do with a really great extra room upstairs. I thought it over, envisioned a warm and cozy library there... I've always wanted a library and it helped me to fall in love with the house. Oh and yes, it certainly *is* a library today!

- Des

Sales questions to always ask.

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