Real Estate Sales Script: BANT Negotiation - Decision Criteria Mapping

B2B Real Estate Sales Script

Introduction (30-45 seconds)

• Professional Greeting: “Good [morning/afternoon], [Name]. I appreciate you taking the time to continue our conversation regarding how [Your Company Name] can assist in achieving your real estate needs. It’s great to reconnect.”

• Purpose Statement (BANT Aligned): “Today, our aim is to dive deeper into understanding your Budget, Authority, Needs, and Timeline to ensure our solutions align perfectly with your real estate objectives.”

• Agenda Setting: “We’ll explore key areas to ensure our offering meets your criteria, discuss any adjustments needed, and outline the next steps. Does that align with your expectations for today’s call?”

Main Content (3-5 minutes)

• BANT Framework-Specific Questions:

  • “Can we revisit your budget for this project? Has there been any change since our last discussion?”
  • “Who will be the final decision-maker in this process? Is there anyone else we should involve in our discussions?”
  • “Could you elaborate on the specific needs your team has identified since our last meeting?”
  • “Has the timeline for implementation or decision-making shifted?”

• Real Estate Industry-Specific Talking Points:

  • “Given the current market trends, including [insert recent trend], we see an opportunity to [insert specific value proposition].”
  • “Considering the importance of location and amenities for your operations, our portfolio includes properties that offer [list features] which align with your needs.”

• Value Propositions Tailored to Decision Criteria Mapping:

  • “Our tailored solutions offer flexibility in lease terms, which can be particularly beneficial given the market’s volatility.”
  • “We also provide comprehensive property management services, ensuring any issues are promptly addressed, allowing you to focus on your core business activities.”

• Active Listening Cues:

  • “I understand the importance of [repeat their need], how does that priority align with your broader objectives?”
  • “It sounds like [summarize their point], do I have that right?”

• Objection Handling Phrases:

  • “You mentioned [insert objection], let’s explore how we can address this together.”

Key Questions (5-7 questions)

• Open-ended Discovery Questions:

  • “What key factors will drive your decision-making for this real estate investment?”
  • “How do you see your needs evolving over the next few years, and how can we support that evolution?”

• Framework-aligned Qualification Questions:

  • “Regarding your budget, have you allocated specific funds for this, or are we working within a broader capital expenditure plan?”
  • “Can you walk me through your decision-making process, including any internal benchmarks or approval stages?”

• Industry-specific Pain Point Probes:

  • “In your current location, what limitations are you facing that prompted this real estate search?”
  • “How critical are sustainability and green building features in your decision-making criteria?”

Common Objections & Responses (3-5 objections)

1. Objection: “The properties you’re offering are beyond our budget.”

   • Response: “Understood. Let’s revisit the budget and explore how we can adjust either the property options or the financial terms to better align with your financial constraints.”

2. Objection: “We’re not ready to make a decision yet; we need more time.”

   • Response: “Absolutely, making the right decision is crucial. Could you share what additional information or reassurances you need to help you move forward?”

3. Objection: “We found another property that fits our needs better.”

   • Response: “It’s important to find the perfect fit. Can you share what specifically about that property seems to better meet your needs? This will help us understand if we have something similar or if there’s a way we can enhance our offering.”

FAQ Section (5-7 questions)

1. What types of properties do you specialize in?

   • We specialize in commercial real estate ranging from office spaces to large industrial parks, catering to diverse business needs.

2. How flexible are lease terms?

   • Our lease terms are highly flexible, with options for short-term and long-term leases, as well as scalability clauses to adjust as your business grows.

3. What post-lease services do you offer?

   • We provide comprehensive property management, including maintenance, security, and upgrades to ensure the property meets your evolving needs.

4. Can we customize the space to fit our specific needs?

   • Absolutely, we encourage tenants to customize their spaces within the guidelines of our agreement to ensure it perfectly aligns with their business operations.

5. How does the negotiation process work?

   • The negotiation process is collaborative. We aim to understand your specific needs and constraints closely to offer terms that are beneficial for both parties.

Closing & Next Steps (30-45 seconds)

• Call to Action: “Given our discussion, I believe we have a clear understanding of your needs and how we can meet them. Would it be possible to schedule a follow-up meeting with the decision-makers to finalize the specifics?”

• Clear Next Steps: “I will send over a summarized proposal outlining the options we discussed and the adjusted terms. Please review it at your convenience, and let’s aim to reconvene by [specific date].”

• Timeline Setting: “Our goal is to finalize the agreement by [specific date], ensuring we meet your timeline for moving or expansion. Does that timeline work for you?”

Best Practices

• Do’s and Don’ts:

  • Do remain flexible and open to negotiation.
  • Don’t dismiss any concerns or objections; address them head-on.
  • Do use market data and trends to support your propositions.
  • Don’t rush the decision-making process; allow for thoughtful consideration.

• Framework-specific Tips:

  • Always align your solutions with the BANT criteria to ensure you’re addressing the most critical aspects of the prospect’s decision-making process.

• Industry-specific Insights:

  • Stay updated on real estate market trends, zoning laws, and economic factors that can impact property values and desirability.

This script provides a structured yet flexible approach to navigating B2B real estate negotiations, ensuring conversations are productive, focused, and oriented toward closing the deal.