I’ve got one word to focus on today: LISTEN.
Look, this is really a super simple concept…
When you're talking with sellers, you’ve got to ask a lot of questions and, more importantly, you’ve got to listen more than you talk.
When you ask questions and actually listen, the seller is going to feel that you are genuine and care about what they’re saying. Which leads to good rapport-building. Which leads to trust. Which leads to… a deal.
And think about this too: if you ramble on and talk your seller’s ear off—they are going to get overwhelmed with info-overload.
Not a good place to be. 🙁
I’m convinced you should listen 3x more than you talk.
If you’ve talked most of the time… you’ve completely wasted your time and theirs. And they’re not going to want to do business with you.
And don't ever talk someone into doing something they don’t want to do. Yuck.
I get it, sometimes conversations can get awkward. Let’s say you ask a question and then there’s weird silence. The seller (or buyer) just sits there.
Give them time to process your question, think it through and give you an answer.
Just ask questions and allow them to answer. It will work.
You don’t need to sell yourself to sellers… you need them to qualify themselves to you—they need to explain why you should want to do business with them.
If they respond to your marketing, hit ‘em with these:
- Why are you calling me?
- Why are you calling me now?
- Why should I buy your house?
Stop selling. Start asking questions. Listen more than you talk.
Okay, helpful book recommendations:
- Pitch Anything by Oren Klaff
Never Split the Difference by Chris Voss
- Anything by Claude Diamond or Todd Toback
Remember: he who asks the questions controls the conversation.
Listen wayyy more than you talk.