THE "FENCE SITTERS"…some customers have a hard time deciding. Here is a great script to help you find out what's really stopping them from moving forward. This approach will help you "isolate the objection"…
THE "FENCE-SITTER" SCRIPT…. (Getting the customer to take action.)
"Mr. Buyer/Seller…what is the next step for you?" (I'm not sure)
"I'm sensing some hesitation in you moving forward and putting in an Offer on this property with me today/listing your home with me today…Is that true?" (Yes, we don't really want to do anything right now)
"I understand… and let me ask you… what would have to happen for you to go ahead put in an Offer with me today/List your home with me today?" (Well… blah blah blah)
"Great, so tell me…if we were able to deal with that issue to your satisfaction… is there anything else that's preventing you from moving forward right now?" (How are you going to do that?) Great question, let me explain….
Now you know their real objection, handle it and move forward. If they are not motivated then take them off your "Hot" list.
Have fun with this. It will speed up the "sales cycle" and certainly move things along better for your customers. Everyone wins when you ask these questions. NO Excuses!