Saturday, February 2, 2008

Sometimes Hearing the Word “No” Is a Good Thing

In sales, we deal with a lot of objections and reasons why people aren’t prepared to make a decision or why they don’t like a particular home or location. As a result, we often associate hearing the word “no” with a negative experience.

Consider this, however. There are many discovery, trial closing, and final closing questions that you can ask your customers where the answer you are looking for is “no.”

Depending on what you’re showing them and other questions that you’re asking them, such “no” questions can signify that they are interested in what you are showing them, that they are capable of making a decision, or that they’re ready to make a decision.

Here are some examples of questions that you can ask to which you would love to hear “no:”

Would you need to sell your present home before deciding on your new one?

Would you need to finance a portion of your new home?

Have you seen a home anywhere else that meets your needs as well as this one?

Have you seen any floor plan anywhere else that you like as well as this one?

Have you met any other builder who can build your home with more quality and attention to detail?

Have you seen any other homesite that you like as well as this one?

Have you seen any other neighborhood that you like as well as this one?

Do you feel that you need to look at anything else before making your decision?

Do you have any other questions before we get started with the paperwork?

Is there any reason why you would not want to go ahead and acquire this home today?

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