As I’ve been explaining over the past couple of weeks, prospects are almost all going to be apprehensive about buying because of the negative news about the economy and the housing market. So you expect almost every prospect you meet to ask you at least one or more of the “Three Predictable Questions.” They are:
1. Why should I buy in this down market?
2. What kind of deals or incentives do you have to offer?
3. We’re not buying today—can we just look?
This week, I’ll share with you how to answer question #3: WE’RE NOT BUYING TODAY—CAN WE JUST LOOK?
“Of course you are not buying today! How could you? You don’t have enough information to make that kind of decision, do you? Do you know what my job is? My job is to give you good information that will help you make a smart and informed decision. Let’s do this, shall we? Let me give you the information you need to make an intelligent choice and then we’ll see how you feel at the end of our time together, okay?”
Now go and use these answers in wisdom and peace. And keep selling!
As I told you last week, in our current market situation, prospects will almost always be skeptical and apprehensive because of the media’s negative messages concerning the real estate market. So, you can count on prospects starting conversations with one of the “Three Predictable Questions.” Sometimes they ask just one of the questions; most of the time they’ll ask all three. They are:
1. Why should I buy in this down market?
2. What kind of deals or incentives do you have to offer?
3. We’re not buying today—can we just look?
This week, I’ll share with you how to answer question #2:
WHAT KIND OF DEALS OR INCENTIVES DO YOU HAVE TO OFFER?
“I’m so glad you asked! We offer impressive homes, a wonderful location, incredible schools, fantastic customer service, and we are an energy star builder. We have a lot to offer. We don’t offer any incentives that go across the board, since our incentives vary from home to home and will depend on the particular home you select. They can be substantial but will depend on which home you choose and when you choose to purchase. The first step is to select a home you really like, and then we can discuss the incentive as it applies to the particular home you want.”
CHECK BACK NEXT WEEK FOR PART 3 OF THE THREE MANEUVERS.
![[del.icio.us]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/delicious.png)
![[Digg]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/digg.png)
![[Google]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/google.png)
![[LinkedIn]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/linkedin.png)
![[StumbleUpon]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/stumbleupon.png)
![[Windows Live]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/windowslive.png)
![[Yahoo!]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/yahoo.png)
![[Email]](http://www.myersbarnes.com/blog/wp-content/plugins/bookmarkify/email.png)
No Comments » | 
New Home Sales, New Home Sales Training | 
Permalink
Posted by Myers Barnes