What are the best questioning techniques to uncover hidden objections during a showing?

1 Open-ended questions

Open-ended questions are questions that cannot be answered with a simple yes or no, allowing your prospects to share more information, feelings, and opinions. These types of questions demonstrate genuine interest in their needs and preferences, rather than pushing them into a decision. Examples of open-ended questions include inquiring about their main goals for buying a new home, how they feel about the neighborhood, what features are important to them in a property, and how this home compares to the others they have seen.

2 Probing questions

Probing questions are questions that dig deeper into the answers your prospects give to your open-ended questions. They help you to clarify their needs, wants, and concerns, as well as to identify any gaps or inconsistencies in their logic. Additionally, probing questions can uncover any hidden objections that they may not be aware of or willing to admit. Examples of probing questions include "Why do you say that?", "How important is that to you?", "What are the consequences of not having that?", and "What would it take for you to change your mind?". Ultimately, probing questions can provide valuable insight into a customer's needs and help you understand how best to meet them.

3 Hypothetical questions

Hypothetical questions are a great way to assess your prospects' commitment, motivation, and urgency, and to uncover any emotional responses or objections. These questions also help you create a vision of the benefits and value of the property, as well as to overcome any objections with positive outcomes. For instance, you could ask your prospects how they would feel if they could move into the home next month, what they would do if someone else made an offer on the property today, how the home would fit their lifestyle and needs in the next five years, and what the best thing about living in this home would be.

4 Confirming questions

Confirming questions are an important tool in the sales process, as they help you to check your prospects' understanding, satisfaction, and agreement. They also help you to move them closer to the next stage of the buying process and prepare them for the closing. Examples of confirming questions include: "Do you agree that this home meets your criteria?", "Are you happy with the condition and quality of this property?", "Do you have any questions or concerns about this home?" and "Are you ready to make an offer on this home?". By asking open-ended, probing, hypothetical, and confirming questions, you can uncover hidden objections during a showing, address them effectively, understand your prospects' needs, create value, and move them towards the sale.