Discussion: Words are just words. Replace the word “objection” with a synonym. Change the word and you change the meaning. If your prospect uses the word “worry” when you repeat an objection to them, use the word “anxiety” to replace “anxiety”. Perspective: “I'm worried about composite siding board.” You: “I appreciate your concern. The facts are that this by-product ... "
Action: What to do if, in a listing presentation, the seller's prospectus says something like: “I want an agent with a lot of experience.” This means that you do not meet this expectation. You can answer: “I understand your point of view. But let me ask you, how did you determine that someone else knows this market better than me? ”Always ask this question. Do your homework so you never seem inexperienced. But if this is a real objection, they will have an answer, maybe not a very good one, but they will probably have one. If this is not real, then as soon as you find it, keep digging. Find out if there are any real objections. How about this: "Your listing price is too low." You can say: “There are many reasons why we can differ from our perception of value. But think that I can benefit from selling your property for the most part that we can get for it, and will guide its buyers based on the reality of recent sales history in this market. Take charge of the conversation and change the word objections.
What if your potential buyer said: "I like this house, but it looks like it is switched." You could say, “Yes, this is a short way to work, but I think we need to decide what is most important for you. Perhaps you should test the ride during rush hour. we need to go now to save you a lot of time and problems later. ” Now you just polished “commute” and helped determine if this is a true objection. You really need to know the answer to this question.
Development: take the time to think about your weaknesses. Do not be afraid to admit them. Then proceed to correct them. Do your best to strengthen them. Listen carefully when your prospects speak to you, especially when an objection is raised. In your answer, mitigate action with less urgency, emphasis, stress, or weight. Choose a word that is softer, less expressive than the word objection, and check the real objection.
