OfflineListening is KEY when talking to FSBOs to find out what it is that makes them motivated and know what kind of an offer will work with them. I found this article and thought it would be helpful for FSBOs, although it was written for other types of sales, I thought it was some good info. I've sited the source below 
By Art Sobczak
Quiz time. Here's a situation. Think of the very next thing to leave your mouth in response:
On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____."
And then let's assume she mentions a problem that your product or service helps solve.
Ok. Did you respond with something like, "Oh, well let me tell you how we can fix that?"
If you did, BZZZZZ, wrong!
That would be pitching, in a non-sports sense, as opposed to finding out exactly why she said what she did. And that will give you the reasons why they will buy from you. Plus, then they are selling themselves, which is much better than you trying to sell them.
Too often sales reps hear what I call "problem-trigger words" and then begin puking out a presentation.
These words are signs that your prospect/customer has, or perceives, a problem.
They might not explain it fully without your prompting.
Listen for:
"We need to..."
"We're thinking about..."
"We're considering..."
"We're noticing..."
"The challenge is..."
"We're planning on..."
"The problem is..."
These are all invitations for you to zero in on these areas to root out the specific reasons they will buy from you.
For example:
"Tell me more about that..."
"Let's discuss that a little more..."
"What do you think is causing that?"
"What other effects is that having?"
And of course you want to quantify their pain or problem whenever you can:
"How long has that been going on?"
"How often does that happen?"
"What is that costing you?"
The keys to success here?
1. Listen as if your livelihood depended on grasping every word that comes from your prospect/customer.
2. Take notes and write down the specific terminology they use, so you can repeat it back to them in your questioning, and eventual recommendation.
3. Do not jump in with your recommendation until you have fully developed an understanding of their issue. Which also carries the benefit of them thinking more about the problem, therefore making them more receptive to your suggestion.
Art Sobczak is president of Business By Phone Inc., Omaha, Neb. More information is available at http://www.BusinessByPhone.com. His blog is located at http://www.TeleSalesBlog.com and he can be followed on Twitter at http://twitter.com/ArtSobczak.
thanks for the post Tammy. You guys always come up with the best info.
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thanks Tammy,
actually I just attended a workshop at work regarding conflict resolution, and those are exactly the steps they mentioned.
It was emphasized that the first line that should come out as a response should be repeating what the other person stated so that they will know that you are listening to them.
"We have two ears and one mouth for a reason"
Valerie
Valerie
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I believe that is the problem with most conversations that I and that is I don't listen to what the person is saying. The issue I have is trying to think of what to say next while the other person is talking.
Great post, thanks for sharing!
One of the biggest (and THE most important) hurdles for us "Freshmen" investors is learning to deal with FSBOs and develop that "realtionship" that is so essential to the "Deal". Really great info. Also, remember everyone; practice makes perfect!
John
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It goes back to what Greg Murphy said in Dean's book -- you need to be a good listener .
I have found that I learn the most when I listen and let the other person do the talking.
Randy Sherman
Elkton Maryland
Tammy, Nice post and right on the head. Being a great listener is the key when dealing with FSBO's. Being attentive to their needs is also as critical. Never ever come off like you the the Trumpster, that will turn of a seller right away and probably kill a potential deal.
Listen
Ask questions
And listen again......Jan
I love this post!
I have bookmarked it and am actually going to print it and give it to my boss to handout at the next sales meeting I will be attending "too soon."
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Good info
Karen
"You're never too old to be what you were meant to be!"
www.deangraziosi.com/real-estate-forums/investing-journals/59128/day-for...
"Shining Like a Star & Dancing on Sunshine"
"Shoot for the moon! Even if you fall short, you'll still land among the stars!"
Such great information in your post
There are so many great posts on this site to help us learn how to be the best investors we can be, and this post is definitely one of them!
If you haven't done so already, bookmark this one!
Valerie
“And will you succeed? Yes indeed, yes indeed! Ninety-eight and three-quarters percent guaranteed!” ― Dr. Seuss
"I believe in angels, the kind that heaven sends; I am surrounded by angels, but I call them friends" - Unknown
My journal: http://www.deangraziosi.com/real-estate-forums/investing-journals/59110/...
Nice
Mike
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I'm gonna add to this. When you listen to them, repeat back to them the answers they're giving you, in a short way, so they feel like you actually listened to them, and you feel like you need to re-affirm their answer. If you do that and truly show empathy for their problems, it will work in your favor. Hey, it beats selling yourself the whole time, and keeps you from having to talk the whole time. It's all about listening 95%, and responding 5% of the time (or something like that).
This is a great post with information in a nutshell that I can use to help build rapport with a potential home seller. Fellow investors sharing useful insights and information is why I appreciate the DG family. Thanks for the bump Karen.
Joe
Think less, Do more, Get results. - Dean Graziosi
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