OVERCOMING OBJECTIONS

The best way to handle objections is to prevent them from coming up in the first place.

For example, if you’ve asked enough questions to establish what they really want, what their price point is, and how important this deal is to them, that makes it tough for them to suddenly insist that the price is too high. It’s too late for that; you’ve already had that discussion.

But it’s natural for people to feel resistance or fear, especially if whatever you’re closing them on is a big step outside their comfort zone. Objections can give you a great opportunity to help them talk it through and get more comfortable with their decision.

Always be respectful. Ask questions on a different subject or make a joke to change the mood. And then, get back to educating them—this time from a different angle they may not have thought about before.

There are several typical objections that come up during a close. Here are some tactics for handling them.

“I can’t afford it,” or “Your price is too high.” Be confident in your service and your product. Ask the question “How could we work it out so that you could afford it?” Be creative. Would financing work? Installment payments? One warning here: trying to sell them something they truly cannot afford is unethical and will come back to haunt you every time.

“I need to think about it” or “Not now, but call me again in the fall.” What will be different in the fall? What do they stand to lose by waiting? If there is a compelling reason to buy today, explain it.

“I need to check with [some other person] to get the go-ahead.” The best way to deal with this curve ball is to find out who the decision maker is, right up front, at the beginning of the conversation. Nips this one in the bud!

“I just can’t make up my mind.” Create a “what if” scenario for both doing it and not doing it. Or ask the question, “We can go around and around on this all day, but the overall question is: what is it going to take for you to move forward today?”

Kick Ass, Make Money & Have Fun Doing It!

Craig Zuber

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Our purpose at Zuber Group Real Estate is to create a compelling, fulfilling real estate experience every time we serve a client. Our website is just one of the services we offer. For the most advanced MLS search in the Treasure Valley visit us @ www.zubergroup.com

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