How to Ask Great Questions, Part 1
...in Light of Magic, Persuasion and Memes
by Kevin Hogan
First, moving is stressful and you hit their stress button with your query. A little different approach and you might have hit their "come help me figure this out" button!
Second, the other thing to consider is that your current approach rubs them wrong but tickles them into moving toward selling (how do you like that!!)
Consider alternative forms of marketing in addition to cold calling.
Offer a class in your community education system once per quarter. "How to Buy a Home". Then offer another one, "How to Sell a Home." Let the school charge $30 or so. You keep half, but EVERY PERSON in the room is buying and selling!!!!! And they all come to you!
My client became embarrassed that she was upsetting customers...generating the hostility.
My response:
Everyone upsets their customers and clients at one time or another. It's very easy to see what isn't working in other people's communication. It's hard to see it in yourself.
There's an interesting set of feelings you get when you want to sell your house.
I recently sold and bought...and had a couple of agents calling me and I felt "pushed".
I didn't use them.
I was thinking about selling...had decided to sell soon... but selling is a time consuming process and agents often act is if the client takes the process lightly. It's a very emotional and stressful time.
If I were in real estate and someone asked me for an estimate on their house via the Internet, for example, I'd happily give them a good quote in range form.
$260,000 - 300,000.
Then simply e-mail them back and tell them, "After i do a CMA (comprehensive market analysis) I'll know more, and after I actually see how your house compares to others on the market....on the inside, I can nail it for you. Mr. Johnson, it's a big decision. Please don't make it today. Let me ring you Saturday. If you haven't decided yet, don't pick up the phone!"
THAT would get my attention....
And attention is what we are all competing for in sales and marketing. It all comes from understanding the other person, asking the right questions and helping people get what they want.
Would you like to utilize and implement all the persuasion and influence tactics, tecniques and secrets you've been given so far?
That's what I thought.
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