Asking the appropriate questions to determine the buyers needs and most importantly, presenting the buyers psyche a mental picture of comfort and tranquility throughout the whole selling and showing process. Psychologically, the key to success will be the buyer’s initial entrance into your home, so make these first few steps count!
1) Once you receive the answers to your first set of questions, it’s important to take the conversation a step further by asking the potential buyer a follow-up question, “Why is that important to you”? The answer to this follow-up question is what the buyer is looking for, in his or her next dream home. Utilize this valuable information to your advantage to explain why your home fits the aspects they’re looking for.
2) Every step of your selling process should be represented at its highest quality, beginning with your Internet page and show sheet. Always display your home in its best light no matter which step of the selling process you’re representing, especially at your home showing. Sub-consciously, you need to show the buyer that your home is of utmost value, validating their choice to come see your home. This type of representation will draw or attract educated buyers, while others who represent themselves in a bad light, tend to remain on the market for longer periods of time.
Remember: Buyers tend to buy off their feelings or that “sense of feel” first, and then utilize logic and reasoning to support their decision. So, create the most pleasant atmosphere possible!
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