Why you should be prepared for post-listing-presentation questions
06/28/2016 | Author: Editorial Staff
In a recent study, participants viewed one of two presentations with identical content but with differences in how expertly the speakers delivered the material. One presentation was filled with awkward pauses, stammering, poor eye contact, and excessive use of note cards. The other was given in a more professional manner. Participants then watched one of two follow-ups of the same speaker they viewed earlier: the speaker responding well to audience questions or the speaker avoiding questions and answering inadequately.
The research, conducted by John Daly, Ph.D., Liddell Centennial Professor of Communication at The University of Texas, and graduate student Madeline Redlick, showed that how proficiently speakers dealt with questions had more influence on audiences’ perception of a speaker’s effectiveness than the quality of the presentation itself.
Though you should still deliver the best presentation you can, Daly stresses that REALTORS® should spend more time contemplating how you will respond to questions and objections that could come up during or after your listing presentation. He cautions against looking too rehearsed, though. “Smart communicators often make what they say every day seem like it’s the first time they said it.”
Daly also advises using a question you’ve been asked as a way to further your main points. “Don’t answer yes or no,” he says. “Instead, try, ‘Yes … and let me tell you why,’ or ‘No … and here are a couple reasons.’”
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