In a negotiation, the first thing that you possibly will ask the seller is why they want to do such a thing. Why do they want to move out? Why have they called you? Why do they want to move into this other house?
It's all about the why, so you need to understand its importance to them. Through this, you'll find out if moving out is important or not or if they are just making it all up. Having found out if these why's are important, you are able to determine the seller's problems and it also stimulates your seller to think on the importance of their decisions.
To help you in your quest, here are three questions that you can ask your seller:
1. Why do you want to do that?
2. Is it important to you?
3. Why is it important to you?
Oftentimes, people may say that the first and last questions are the same. They are similar but not totally the same. Just like this, you ask the seller, "Why do you want to move out of the house?" Then ask 2 follow-up questions', "Is moving out of the house important to you?" and "Why is moving out of the house important to you?" Through these questions, you are able to re-verify in their minds that their statements are actually significantly true.
By asking the question, "Why is it important to you?", you are strengthening the seller's mind that their statements are essential and so they are able to develop emotional strength around it.
Remember that people come to you because of their problems (if they don't, they would not come to you at all) and so you just need to find out what their problems are by asking the why questions. Here's an example:
Imagine yourself sitting with a bank and they wanted to know if you have a solution to the transaction which you want them to know about. So, one asked, "What do you think is the solution and what's your proposal?" Based on the discussions above, you wouldn't be able to propose something because you don't know what the underlying problem is. So, ask a question. You can propose a lot of things but you aren't sure if it fits with the banker's desires. Thus, your proposals only become irrelevant.
Instead of proposing, you asked, "Based on the way that the bank is operating today, what is it about this that has you concerned?" So, a discussion followed through. Then, you asked questions like "Is that important to you?" and then "why is that important to you?"
In the end, both you and the banker are on the same side of the table. You understood his problems. The banker tells his reasons again and again - realizing that he is already buying into the solutions you've presented emotionally and psychologically.
For more information please visit rickotton.com
Article Source: http://EzineArticles.com/?expert=Rick_Ootan
http://EzineArticles.com/?Negotiation-Tip:-3-Questions-to-Ask-the-Seller&id=6077495
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