- Don't take objections personally. Easy to say hard to do. When so much of a Realtors ego gets involved. Just remember that no one can make you feel less unless you give them permission.
- Handling objections is simply changing their perceptions: Your vision and your prospect's vision of what's possible are what creates your reality. Do not let an objection such as; will you take less commission? Become a road block, just focus on all you bring to selling their home. Re-emphasis the quality of your service.
- Look at objections as an opportunity to improve your skills. The more objections that you get, and learn how to handle the stronger you will become. Warren Buffett said in his autobiography "Success is a terrible teacher, because you only learn from your failures".
- Take your time when handling objections: When dealing with an objection - stop and repeat it back to the person. Then slowly respond. Do not rush.
- Handle the objection at the end. Stay in control do not let the objection distract your focus. Simply state up front that you handle all the questions that they may have at the end of your presentation.
- The better the presentation the fewer the objections you'll get. When on a listing presentation or dealing with a buyer the better prepared you are the less you will deal with objections.
- Use analogies. When handling objection, tell stories-you know people think in pictures.
- Use subtle closes frequently. Being able to use several subtle closes with help get the prospect to feel more comfortable with say yes in the end.
- Objections occur because you didn't effectively communicate. Be clear, be confident and present your prospect with a commitment to help them get what they want.
- To avoid objections, invite action for a listing or a commitment from a buyer assumptively. Ask for the sale at least three time.
LDK
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