Presentations?

Daily Real Estate News  |  March 18, 2008How to Handle Presentation Objections
Sales objections usually mean a client is interested in what a real estate agent is offering, but they need more information.

To handle sales objections appropriately, agents should never interrupt when the client is laying out his or her concerns.

They should pause to gather their thoughts, then acknowledge the client's concerns.

They should then isolate the concerns, inquiring whether the transaction would proceed smoothly if this concern was remedied and prompting the client to bring up any other concerns.

A majority of these objections involve commissions, home prices, listing terms, and the need for more decision-making time; and agents should seek out a script penned by the broker or another expert professional to handle sales objections in a confident manner.

Source: Realty Times, Dirk Zeller (03/17/08)