Start
your tour outside by pointing out all the recent improvements such
as a new roof, landscaping, siding, windows, etc. Depending on how
your exterior checklist looks, you may want to give the buyer a
copy. Inside the home, walk backwards ahead of buyers. You don't
want to miss the expression on their faces.
- Be sure to turn on all lights to make the rooms appear
bigger
- Don't walk inside the smaller rooms such as bedrooms or
baths
- Don't stand in the middle of any room
- Encourage buyers to open closets and cabinets
- Instead of pointing out features, ask questions such as
"What size dining room furniture do you have?" -
when in the dining room
During the tour, watch for buying signals such as:
- discussion on how furniture will be placed in a room
- complimenting various areas of the home
- asking lots of questions
- smiling
If the buyer asks "Is this included?" Simply respond by
saying, "Would you like it included?" If they say,
"Yes, we need it." You say, "Sure, I'll consider
it."
Closing Questions:
- Ask them "Would you like to see any of the rooms
again?"
- Do you feel this home meets your needs?
If yes, "Would you like to make an offer?"
If no, find out why the home doesn't meet their needs. No matter
what they tell you, there's only one way to respond and you have
to keep asking until discover the true objection. You see most
people will throw out a smoke screen (an objection that's not
really important). You need to get to the main objection. Here's
some examples:
Buyer: "We think the bedrooms are too small and wouldn't
be able to accommodate our furniture."
You: "So, if the bedrooms were bigger, you would make an
offer?"
Buyer: "No, we really wanted all the appliances
included."
You: "So, if the appliances were included, you would make an
offer?"
Buyer: "Well, we're not really sure we can afford the
taxes."
You: "Are you concerned about qualifying for the mortgage on
this home?"
Buyer: "Yes"
You: "So, if you were certain you could get a mortgage on
this home, you would make an offer?"
Buyer: "Yes"
You: "Let's do this, we can include a 30 day mortgage
contingency in our agreement which will protect you in case you
can't get a mortgage. If you don't qualify, you'll get your
deposit back. You can't lose. Is that acceptable to you?
That's it! The bedrooms and the appliances were smoke screens
and not really true objections. You need to keep asking until you
get to the real objection and only then can you begin to answer
the objection.
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