Why Are You Buying?
A Question You Should Know How
To Answer Most real estate salespeople have listened to their trainers and sales managers repeat ad nauseam that they must discover each buyer's dominant buying motive. Consequently, you'll hear, as I have many times, variations such as these:
"Do you mind if I inquire, Mr. Cummins, what is your reason for buying at this time?" Or,
"Why have you decided on a three-bedroom home in this area, Mr. Cummins, if I may ask?"
Sometimes the inquiry is less well-disguised. Occasionally, it's even quite blatant. Here's the answer I recommend (or something similar):"Well, we really hadn't been planning to buy until next year (or three months, six months, etc). But, we like the neighborhood. If we can find a home that's suitable, one that represents really good value, to us, we'll bring our plans forward..." What have we communicated? Lots! First, we said loud and clear - no anxiety, no urgency, no desperation. Second, we put conditions on our decision to buy. What we said, in effect, was that we would buy only if the right home is available, at the right price. This Tip was excerpted from:
Not One Dollar More!, by Joseph Eamon Cummins, Kells Media Group, 1995.
ISBN# 0-9638215-9-8 |
