This is a tough roleplay call the group deals with today.
The scenario is that a year ago a lead was looking to buy or sell and it fell through.
Whether it was a financing issue or an offer backed out, there was a problem. And now it is your job to work through that problem.
The key thing is to acknowledge the tough situation they went through and then start getting to the heart of their process and goal.
Where are you living now?
Where are you looking to move to?
What kind of home are you looking for?
If the right house came up would you be ready and willing to buy?
Ask the questions that inform you where they are coming from and build their trust by empathizing with what they went through.
If you like this coaching and want to have a highly trained coach listen to your calls, check out our coaching options.
Coaching Options: https://www.smartinsidesales.com/coaching/