Do you struggle with closing your clients or overcoming objections? Rather than arguing or trying to persuade your clients, you can control negotiations by asking the right questions. Powerful questions can be one of the most effective tools in your negotiation arsenal. In fact, the person asking the questions controls the negotiation. But always wait for your clients to respond after asking powerful questions -- no matter how awkward the silence might be. Why? The first one who speaks loses. Below you will find eight powerful questions to help you overcome objections and get the deal done: Scenario 1: The commission objection Buyers or sellers: Will you reduce your commission? John Smith from your office offered to do it for 5 percent. Agent: Mr. Seller, to obtain the highest possible price for your property you need a powerful negotiator, wouldn’t you agree? (Wait for the response.) So if John is unable to negotiate a full commission on his own behalf, how effe...
- Powerful questions can be one of the most effective tools in your negotiation arsenal.
- Never answer "What will the sellers take?" with asking price. It could come back to haunt you.
- Ask hesitant buyers if they'd be able to live with themselves if they lost the house they love.