PRICE REDUCTION SCRIPTS
Script #3. It’s pretty hard to justify dropping my price when you are not advertising it in the newspaper/having an open house.
I can see why that might frustrate you but let me ask you a question, Mr./Mrs. Seller… why do you think I am not doing that? (That’s what I’d like to know)
The fact is that neither of those activities gets results anymore. Five to 10 years ago that’s how homes were promoted to the public… things have changed, as you know. Now everything is done through the Internet. Do you know how many websites we are showing your home on? (No idea)
Your home is promoted on no less than seven websites! We are getting interest in your home. Do you want to know how I know that? (Sure)
We are able to track the number of “hits” every week. The buying public is definitely looking at your home on the Internet. The trouble is, they are not coming to see it because there are other properties with many of the same features as yours for less money! So we need to reduce it by $15,000. The new price needs to be $299,000. Can I have your approval to get that done right away? (Fair enough)
Script #4. They can always make an offer, can’t they?
Well you would think that that would be the case, Mr./Mrs. Seller. In this market that doesn’t seem to work… can I tell you why? (Go ahead)
Let me start by teling you there are homes similar to yours that are selling every week. It is important to understand… the homes that are selling, are selling very close to asking price. So do you know what this means? (What?)
It means that the Buyers are looking at your home and your price… and saying to themselves that because they would not be prepared to pay “close to your asking price”… they are just going to go on to another home that has pricing that is more appealing! Make sense? (I suppose, but I don’t like it)
I don’t blame you Mr./Mrs. Seller… at the same time, we need to get some offers in here, don’t we? (Exactly)
Let’s reduce it by $15,000 down to $299,000. We should do that right away. May I have your permission to go ahead? (Yes)