LET'S FIND OUT WHY… the Salespeople who make the most sales are the ones who consistently work with Customers who are highly Motivated. Motivation is the desire to go from A to B, to make a change, to acquire something new. Once the Salesperson figures out the Customer's need… the rest becomes easy (assuming your product can fill their need). Too many Salespeople "spin their wheels" by working with unmotivated Customers. The obvious conclusion then is that making the sale becomes dramatically easier if you can ascertain their Motivation as early as possible in the process.
Here is your ACTION STEP… in Real Estate Sales there are three questions that need to be answered when establishing Customer Motivation. Where? When? & Why? The "Where and When" are pretty simple. Sometimes the Customer is a bit vague on the "Why" part. Here are some great questions to help you get to the bottom of their Motivation:
1. What's taking you to Cleveland?
2. You have such a beautiful home, why would you ever want to move?
3. What made you decide to relocate?
4. I'm curious, why are you moving?
5. After being here for five years, what has prompted your move?
6. What's important to you about this move?
Experiment with these QQQs until you find your favorites. There is a secondary benefit to being very clear on their "Why". Oftentimes as the process evolves, the Seller/Buyer can become emotionally wrapped up in the details and forget their original Motivation. Sometimes a simple reminder from you is all it takes to help them get back on track ("I know this is tough for you right now but at the same time won't it be great when we finally get you moved and the children will each have their own bedroom?"). Give them what they want and never lose the focus on their Motivation. The whole idea is to help those who want to be helped. Successful selling is very fulfilling, both for you and your Customer. NO Excuses.