TouchPoint Selling

Nov 13 2008 3:43PM | Permalink | Email this | Comments (2) |
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By Rick Heaston

Let me give you something to ponder. What would happen if … when a customer arrived at your community … they would honestly answer any question that you asked? In other words, you could have any information that that you wanted … and as much as you wanted. What questions would you ask?

Would you ask the same ones you ask now? Or would you ask something different? Or would it be a mix of new and old? In addition, when would you ask them? Would your interview questions be all “up front” … spaced out as your customer tours your models … or after they’ve seen what you have to offer? Lot’s to think about huh?

I know you’d ask all of the old favorites … you know what I mean … “Is this your first visit” … “What brings you out” … “What size home are you looking for” … and so on. But what other questions would you ask?

Questions are critical to success in today’s market. Especially with today’s market realities. Good questions range from being a value-building tool to gathering the information you need to close the sale … and everything in between.

Here are a few of my favorite questions. Try some of them … I think you’ll find they’ll give you additional information that you’ll be able to use. Here goes:

• What happens if you don’t move?

• What criteria will you use to make your decision?

• On a scale from one to ten ______?

• What matters most ______ or ______?

• What impact will ______ have on your decision?

Remember … all things being equal … your success will be directly proportional to the quality of your questions. Good selling!

PS: If you have some favorites … send them to me and we’ll make a list and post them on one of my upcoming blogs.