Objection: "We Want to Find Our New Home Before We Sell Ours"…
Salesperson Response You know Mr./Mrs. Customer , this situation comes up all the time. May I make a suggestion that has worked very well in the past? (I guess) Great.
We need to take a two-step approach… the first step is for me to understand what type of home you are looking for. Then we can go out and look at a few properties to help you be comfortable with what is for sale right now. The second step is for me to have a look at your home and establish a marketing strategy to get you the most money possible. How does that sound? (Sounds great but you understand we need to pick out something first before we get too far down the road) Fair enough.
That approach does create a bit of a problem though… may I explain? (Go ahead) Perfect.
You see, the home you are going to buy is not on the market yet… let me say that again… the home you are going to buy is not for sale yet. Here's why…the nice homes, the highly desirable properties like you are looking for do not stay on the market very long. Buyers who have already sold their homes snap them up. You will not be able to do that. Make sense? (I suppose) Great.
The approach that works the best is for you to go out with me and look at three or four homes, so you can get comfortable that there are properties available that appeal to you. The next step is to get your home on the market so you too can soon be one of those Buyers who is in a position to negotiate a great deal. In the end, isn't that what you want? (Absolutely) Terrific.
Tell me more about what it is you are looking for, I will arrange for some showings and you can meet me here in my office either tomorrow at 3:30 PM or Saturday at 9:30 AM. Which is better for you? (Let's get started tomorrow!) That's great!Now tell me a bit about the home you want to buy…..