Answer Questions with Questions
One of the best sales techniques used to control conver-
sations is to answer a question with a question. This
method is very useful because, first, from their point of
view it doesn’t look like you’re trying to control the con-
versation. Second, it’s easy to use.
It’s simple... just answer a question with a question.
Here’s an example:
Seller:“How much is your commission?”
Agent:“Well, that depends. How much are you looking
to invest in a professional?”Here’s another example of this technique:Seller:“Do you hold open houses?”
Agent:“Would you like me to hold open houses for you?”The concept of this technique is to keep you in the dri-
ver’s seat and, at the same time it sets them up for minor
closes. Once they answer your question, if they don’t ask
you a follow-up question, continue the questioning. Don’t
play Twenty Questions with them—that defeats the pur-
pose. But you should ask them questions that guide.
Here’s another example so you can see how this technique
can guide them to the close.
Seller:“What’s the length of your listing agreement?”
Agent:“Well, that all depends on your motivation. How
soon do you folks need to move?”The Real Estate Agent’s Guide to FSBOs