Dale Carnegie said “The world’s greatest conversationalist was someone who said little or nothing.” I believe the greatest skill as a salesman is the skill to ask questions and being able to be still, quiet and just listen.
One of the most difficult skills in sales, even for myself and for the salesman who can talk a dog off a meat wagon is asking questions and learning to shut up and listen. So many salespeople believe the person that speaks more, wins. This I believe is the furthest thing from the truth and a false belief for the sales profession. The best questions allow a salesperson to build trust, persuade people, open people up to share and really guide the sales experience with the client.
If you really want to become a master salesperson then you need to develop the skill of asking the right questions and asking them in the right context. The benefits to the right questions in sales are breaking down a person’s natural defensiveness and allow you to build rapport and trust. Questions really make the client think and invoke some insight in them to commit or take action. The questions allow the client to see you care and understand them and that you are actively engaged with them as we have all heard Zig Ziglar say “People don’t care what you know, until they know that you care.”
Why Ask More Questions in Real Estate Sales?
Questions allow you to uncover more information about the client’s needs, wants and desires and help you to achieve a better outcome with their buying or selling experience. You will become a more powerful salesperson with the art of questioning from having a mindset of curiosity, and thoughtfulness and commitment to finding the need in the client. In other words be curious, take your time to ask, listen, think about what they say and see things from the clients perspective and not your own.
Having the patience to let the silence hang while the client considers each question is a true art.
2 Main Types of Questions in Sales for a REALTOR
1. OPEN ENDED QUESTIONSThe open ended question which a person cannot answer with a yes or no. These are the who, what, where, when, why and how questions.
2. CLOSE ENDED QUESTIONSThe closed questions that simply bring them to the yes or no decision. “If I could show you that ______ would do ________ would you like to hear why?” So here are samples of my top buyer and seller questions that you can implement and grow your question asking skill.
*** Click on the links below to download a list of a wide array of killer buyer and seller questions to incorporate into your real estate business. ***
Agentsboost Buyer Counselling Power Questions
Agentsboost Seller Counselling Power Questions
So that is the greatest secret to what the world’s greatest salesman’s do and some ideas on how to master the art of asking the right questions, the right way at the right time. I trust this information allows you to become a better skilled salesperson and someone who masters the art of saying little or nothing and asks engaging, powerful game changing questions in their real estate business.
Strength and Courage,
Wade
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