By now you’ve figured out from our self-talk scenarios that what a buyer says isn’t completely what they mean. Whether it’s a value versus price proposition or simply because they don’t want you around as they look at the home.
Buyer says: “Oh, we’re just driving through neighborhoods today and checking out new homes. We aren’t really interested in buying one yet.”
Buyer thinks: “That’s a fib! Of course I’m interested in buying a house! Otherwise, I’d be home watching the football game; but I don’t want you bugging me while we walk around looking. So I’ll just say we’re not seriously looking and you’ll leave us alone.”
You think: “Yeah right. You’re wasting your Saturday and gas money driving around looking for something you don’t really want to buy. Get real! You are in the market for a new home and, when you find one you really like, you will take the next step. So, here’s the thing: I know I can’t build my revenue until I build a relationship with you; and I can’t build a relationship with you if you shut me out from the git-go.”
You say: “Of course, you’re not buying today! You don’t have enough information to make that kind of a decision, do you? My job is to give you good information that will help you make a smart and informed decision. So, 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?”
Understanding the message behind their words and understanding how to break through those barriers will allow you to build the needed relationship in order to move forward in the sales process.