The Real Estate Sales Script: A Valuable Tool or Ineffective Crutch?
your prospect’s defense mechanisms, be genuinely concerned with helping them with a problem. In order to find out what their main concerns are, you need to ask open-ended questions and to truly listen to their answers. Then you can suggest ways that you can solve their problems. When you talk about your services, don’t go into automatic pilot—listen and react naturally. When they sense your genuine desire to help them, they’ll be much more receptive to you.
Active listening also promotes trust, which is a key component in sales. Prospective clients need to know that their best interests are your top priority—which is really hard to convey when you’re relying on a static script. This is especially true when prospects steer the conversation in a direction you weren’t prepared for. Panic can set in as you try to get the conversation back on track to suit your
