There are many ways to handle objections. First and foremost in business it is imperative that the well armed sales person should have at their ready an arsenal of tried and true counter arguments.
One of my favorites is the " Reduce to the Ridiculous " close. In essence it works like this. The Buyer for your lising wants to make a less than full price offer. You know your Seller very well and you know that they will not stand for this. You also know that this is probably the perfect home for that Buyer. They have shown all the signs indicating that this is their dream home. Yet for some reason they can not resist offering less.
So let's look at some fictional easy numbers. Let's say that the Sales Price is $150,000 and the Buyer's want to offer $145,000. Not alot of money in today's market but good for this example.
The reduce to the ridiculous close would work like this.
" Folks I understand that you want to get a great deal. Out of all the homes that we have looked at, this home stands out and meets the majority or your wants and needs, would you not agree? We have seen several other Buyer's looking at this home as well and a pretty big pile of Agents cards left in the kitchen for this home that has only been on the market for two days. Lets look at your offer. Do you realize that $5,000 is only about $27 per month or only about $7.a week or a little less than a dollar a day."
" Folks, do you want to lose this home over 90 cents ? "
That is in essence the Reduce to the Ridiculous close. Polish it,update it, and keep it in your arsenal for just that special time when nothing else will work. This close like others should only be used to help the Buyer make a good buying decision when you know that it is the right thing to do. Keeping the objective in full focus, not forcing them to buy something that is not right.
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