Showing tactics

B - All Buyers Are Liars: Where did that come from?

By-owner example:

The buyer has spent a fair amount of time looking over your home. He is getting ready to leave and says, “Great house, but I really wanted four bedrooms.” His comment may or may not indicate his real feelings about your home. In the next minute, he will leave, never to return. 

Respond with “If our home had four bedrooms would you still be interested?” You have restated his comment in a way that eliminates his "four bedroom" objection. If the buyer then says, “Yes, if it had four bedrooms, I’d buy it”, then you’d have assurances that the bedroom issue was probably legitimate. 

In this case, he may want four bedrooms, but possibly he doesn’t need four bedrooms. Knowing that this issue is indeed his key objection, you can now mention possible solutions. 

Point out how the basement has an area that could be finished for his junior high son, or that their oldest child will be leaving for college in a year or how the large second bedroom provides a lot of flexibility. The point here is that the possibility for a sale exists when obstacles are revealed and answered with potential resolutions. 

Suppose the buyer had instead responded with something like, “No, I still wouldn’t be interested,” then you just got him to admit that the lack of four bedrooms is not his real objection. (Buyers can be liars!) 

Now, a gentle, “Is there something else?” will encourage him to talk about what it is that’s stopping him from pursuing further interest in your home. Getting to the real objection provides you with an opportunity to solve the problem and open up the possibility for a sale. 

See how easily his initial objection was shown to be valid or was blown away with this simple questioning technique?

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