Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

The deal lives in the seller’s story

15 Mar 2026 · 1 min

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In this brief sales coaching clip, Guillaume Black argues that weak answers stem from weak questions. He critiques closed yes/no questions like “Is the price negotiable?” and emphasizes that they lead to dead‑ends. Instead, he advocates using open, motivation‑focused questions to uncover the seller’s story, motivations, deadlines, and pressures (e.g., “What’s got the vendor thinking about selling?” or “What happens if they don’t sell by Easter?”). By understanding these factors, a salesperson can engage in a genuine, curious conversation and craft solutions that address the seller’s real problem. Black also recommends presenting multiple options rather than a single price, allowing the seller to choose a path that fits their situation, rather than forcing a simple yes/no decision.

Chapters

You're not getting weak answers from agents, you're asking weak questions. Closed question, is the price negotiable? Is it a good area? We only get yes or no, and these are dead ends. Open motivation questions changes everything. So what's got the vendor thinking about selling? What happens if they don't sell by Easter? And things like that really open things up. So these unlock real stories, the motivation, the deadlines, the pressure, and that's where deal lives. Don't interrogate, be curious, have a genuine conversation about their situation. When you know their motivation, you can offer a solution that solves their problem. Not just throw numbers at them that they can say yes or no. To. So same thing with your offer, don't give them yes, no, number, give them options they can pick from.