FSBO Sales TechniquesS:“We close on our new home in nine months.”
A:“I shouldn’t have a problem getting your home sold
within nine months. Would you like me to put an ex-
piration of nine months on the paperwork?”
S: “Well, I guess if you think you can sell it in that
time...”Did you catch what just happened? The conversation
led from a simple average listing question to closing on the
listing. This is a very simplified example, but I’m just try-
ing to help you get to the core of why and how to use this.
Open-Ended Questions
As you have just seen, the person who asks the ques-
tions is the person in control of the conversation. To bet-
ter show you how to stay in control, I am going to dissect
the two types of questions you can ask while talking to a
prospect. These are open-ended questions and closed-
ended questions.
An open-ended questionis what I call a “feeler ques-
tion.” It commands the prospect to give an answer that is
typically lengthy and informative. The reason I call this a
“feeler question” is because you use these types of ques-
tions to feel out the motives of the prospect when they
answer.
To ask an open-ended question, you simply ask the
question in a manner that requires a thoughtful answer,
such as “Why are you moving?”
Here are the words to use when asking open-ended
questions: