2015 BUYER AND SELLER CONSIDERATIONS
Mastering Seller Arguments: Ask the Right Question
The proper presentation of strong seller arguments involves four steps:
The Fact, or issue, the impact on the seller, the key question to ask, and finally, the proof that the issue should be a concern for the sellers.
Questions can be very powerful closing tools. When a seller answers a question that reinforces your points, it is far more impactful than when you make the point by telling the seller. One golden rule to follow: When the seller says it, they believe it! When you say it, they don’t!
Listed below are some of the best questions you can ask your sellers to make strong closing points.
- Fact (issue): Price appreciation has stabilized.
- Closing Question: Is it possible that it could be many months before you can realize the price you want.
- Fact (issue): Demand has stabilized.
- Closing Question: Sales activity since last year has not increased. If sales remain flat in the future, isn’t it unlikely that we will see prices rebound?
- Fact (issue): Month’s supply of inventory is still higher than normal.
- Closing Question: Despite an increase in sales, the month’s supply of luxury homes for sale has not returned to normal. With all the economic uncertainty, is it possible it could take 1-2 years before we reach normal levels? And, aren’t prices likely to remain flat until that happens?
- Fact (issue): Politics are still causing a great deal of uncertainty.
- Closing Question: Every bull market has its run, is it possible that things could get worse? For example, interest rates could rise, and if they do get worse and impact prices, doesn’t it make sense to take advantage of the window of opportunity we have right now?
There are a dozen more seller considerations that will be presented next week that you can share with sellers to help them manage the risks associated with selling their property later.