4 Powerful Words to Help Overcome an Objection

By
Services for Real Estate Pros with iPartnerMedia.com #goipm & Homeland Heroes Home Loans NMLS# 377413

ipartnermedia marketing tradeshowOne of the benefits of attending Professional Leadership Academy Network (PLAN!) each Tuesday morning (@JoinPLANswfl) is I learn new things from other professionals.  This communal sharing of tips and strategies is selfless and helps all of us grow.

One of our members is Colleen Jorgensen, mobile telematics account executive at Spring Business.  Colleen did a presentation recently about overcoming objections from customers during the sales process. Whether it's price or some other reason a customer hesitates to buy, successful sales people will take the initiative to ask constructive questions to learn more about the buyer's thought process.

Colleen taught us 4 powerful words to begin each rebuttal with.

"I agree with you."

Below are some use cases I composed that are relevant to my business.  Write down your most common objections and follow these rules to compose your own rebuttal statement.  Then, practice it!

 

Rule 1: Always start your rebuttal with the statement, “I agree with you.”

Rule 2: Ask an open ended question or provide a concise educational response.

 

EXAMPLE 1 - PRICE OBJECTION

I agree with you.

Budget is almost always a key driver of business decisions.

Let me ask you, what do you estimate to be the cost of losing customers because you do not have a professional presence online?

 

EXAMPLE 2 - WORD OF MOUTH OBJECTION

I agree with you.

A lot of small businesses thrive on word of mouth referrals. Let me ask you, what is the revenue boost you estimate you can get from using social sharing as a way to increase your word of mouth referrals?

 

EXAMPLE 3 - EDUCATIONAL RESPONSE

I agree with you.

There are ways to build a website that cost less. Let me share 3 tradeoffs this causes so you can make an informed decision on what’s best for your business.

  1. Seo may be compromised

  2. Cost of your time doing it yourself

  3. You may not own your website

 

Using this rule isn’t just good for business. Try it in your personal relationships too and see what happens!

 

 

Posted by

Randy Mitchelson, APR
Vice President, Sales & Marketing
iPartnerMedia, Inc. - #goipm

28200 Old 41 Rd. Suite 204, Bonita Springs, FL 34135

C: 239.851.6738
O: 239.449.4749  ext. 114

randy@ipartnermedia.com
www.ipartnermedia.com

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Rainer
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Lisa Hernandez
Opes Real Estate Group - Kendall, FL
Realtor serving Kendall, South Miami & Pinecrest

Very cool! Thanks for sharing.

Jan 02, 2017 07:41 AM #1
Rainmaker
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Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

Good information...I hope you have a successful 2017!

Jan 02, 2017 08:01 AM #2
Rainmaker
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Diana White-Pettis
Bennett Realty Solutions - Upper Marlboro, MD
GRI, CDPE, CNE, WHC Upper Marlboro Homes for Sale

Great information!  Have a successful 2017!

Jan 02, 2017 08:43 AM #3
Rainmaker
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Lottie Kendall
Pacific Union International - San Francisco, CA
Serving San Francisco and the Silicon Valley

"I agree with you" "let me ask you,"  -- very powerful. 

Jan 02, 2017 11:44 AM #4
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Randy Mitchelson, APR

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