Do You Bring Up Objections Before they Surface?

A psychological technique that helps to motivate people to take action is this one: Answer Objections Before they Surface. 

When a salesperson does this properly, it lowers resistance and makes it easier for someone to purchase.

Why does it work? Because a lot of salespeople think that if they don't bring up an objection, a prospect won't be thinking about it. WRONG!

 Whenever you are trying to sell a product or service, there is usually a flaw in it. After all, most things are not perfect. Sometimes the flaw is obvious, like a property that needs carpet and paint.  But sometime's it's not so obvious, for example, the house is located near a school and every day there is a steady stream of cars from parents picking up their kids. You could be silent about the traffic issue, because maybe this is something minor, or you can chose to bring it up. What should you do?

 Most veteran salespeople would agree that it's usually better off to bring objections up sooner than later and hopefully resolve the issue right away. Oftentimes people may be thinking it anyway. A nice way to handle this is by including it in your marketing material or disclosure statements: "traffic from school can be a hassle when school is in session."

 Here's another example: A purchaser for a house in the countryside might have questions about the schools and the available financing for the property. So an agent might create a marketing brochure that contains information that answers these questions. The brochure will attempt to answer some of these objections in advance:

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 You may have some unanswered questions, so before we go on, here are some frequently asked questions and concerns.

 Q. "What are the schools for this area, and how are they rated?"

A. School information for our area can be accessed online at www.blah,blah,blah.com

 Q. "What kind of government financing programs are available for this home?"

A. Government financing depends upon the individual credit of the purchaser, amount of down payment and other factors. The rates for government financing programs vary depending if you are purchasing in a major city or out in the country, but rates in the country are usually very competitive with city financing.

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One idea is to write down a list of objections a prospect might have and try to resolve most of them in your marketing material. While you are brainstorming for things they might object to, be sure to include some believable reasons WHY purchasing is in their best interests, too.

 Why we say yes to people is often because the salespractioner has done his/her homework, and has made it easier for us to purchase!