Wednesday, May 24, 2017

Verbal script

Here is a verbal script when you have concerned clients frustrated about not finding a home.  Remember "People don't care how much you know until know how much you care"  Once you have demonstrated that you truly understand their particular situation and how they feel about it, often they are open enough to hear about possible solutions.

1st Repeat their concerns and state that you understand why they may might feel that way.  Next, tell them about somebody who has felt the same way.  Close by sharing what other people have found worked for them.

Script -  I know you feel frustrated that there are not many homes available to buy that meet your criteria.  I've had other buyers who felt the same way as well. What these other buyers have found is that by adjusting their criteria and expectations, we were able to find something that met their needs.

The reason this style of communication works is that by empathizing with how clients feel, they believe you are on their side and hearing their concerns.

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