What to do when a prospect grills you with irrelevant questions?

I would treat every question as if it's important. Because it may be! Especially to him....no reason it should bother you and it's a pretty easy question to answer.

So answer him and move on or answer him and ask why that's important to him. Most likely he'll say it's not important.

It sounds like you are a "go getter" in the DISC profiling. So you don't like irrelevent small talk. For other people such as a nurterer this type of conversation is necessary!

Having worked in the residential re industry, I'm having trouble understanding your way of thinking. Even someone earning as a developer or flipper knows the average buyer/seller (not investors), don't buy and sell houses. They buy and sell "homes."

For most people, a home is going to be the most emotional purchase they'll ever make. Logic, for the average buyer/seller (not investors), has less to do with a transaction than the emotional connection. If this wasn't true, we'd all be living in log cabins and the mortgage industry would be dead. (Please don't reply with an argument against log cabins. The previous sentence was a tongue in check reference to the fact that most of our homes have more to do with our wants (emotions) and less to do with our needs (logic)).

Your question indicates that your use of the word rapport may be a misnomer. In answer to your question, you can't break rapport if you've not established rapport with the seller. You'll have an easier time by establishing rapport, building trust, by asking and answering qualifying questions that may appear not to be a concern for either party. An additional benefit of doing this, is that it may give you the info you need to close the sale.

I hope this helps...

This is where you are missing the boat.

If a question leads to a powerful objection, it is definitely relevant. It doesn't matter how YOU feel about these questions or objections.

The person making the decision decides what is logical or relevant. Not you.

The goal of any salesman is to try and find the objections as quickly as possible and deal with them in a way that satisfies the buyer.

If he asks the question, it is relevant. If he makes an objection, it is logical.

put it the other way....

if someone answers me any question that you're unsure how you're going to handle or deal - find out why they asked the damn question....

"You've obviouly asked me that for a reason, can I ask why?"

or "Hmm, thats interesting, why do you ask?"

or "Sorry, I'm confused, is there a reason why you asked me that?"

or "sorry, can you help me here, you asked me that because.....?"



Don't get kicked off the page - get them back on your page and your agenda

Hope that helps

Regards


Fraser

Sales are often lost because of "unanswered" or "unasked" questions

You're thinking too academically. The seller's emotionally connected to his baby, his home. It's got memories and meaning to him that it doesn't have for you. It's the home where carried his wife over the threshold 40 years ago. It's the home his children were raised in. It's the home he built the fireplace and den with his bare hands. It's the home where his beloved mom lived her last days out. Family celebrations where held there. Good friends enjoyed BBQs in the back yard on lazy summer weekends. There's the porch where his late wife used to sit at night to watch the stars with him. It's the haven he has an attachment to. And he wants to hear from you what you plan to do with it and how you're going to take care of his baby before he decides if you're the one who'll treat her right.

I wouldnt be put off by the question. I sure wouldnt sell my best guitar to someone who I thought was going to abuse it. An artist wouldnt sell his most prized art to a person who wasnt going to appreciate it. Its the same concept.

When I have dealt with people overseas in the liquidation game alot of them would be like "I have the money , so you jump when I say". Wrong! lol You got the wrong salesman man.

Maybe he has 3 other potential buyers and he's trying to decide who the right customer is.