Ten Tips for Working With Objections

Ten Tips When Working With Objections                              

1.    Remember, there is a direct connection between the amount of objections you receive and the strength and quality of your presentation.

1. A strong, convincing presentation eliminates doubt and encourages interest in hiring you.  How convincing are you? Do you have work to do in this area? Or, maybe you could consider turning it down a notch in this area? If you were the seller, would you be compelled to hire you?

2. People love to buy, give them something they'll be comfortable "buying" into.

3. An efficient presentation will inform/educate while answering questions the seller has in mind that don't have to be brought up in the form of objections.

2.    An objection is a question in the mind of the customer that remains unanswered … answer their questions.

1. Point being, sometimes we take a simple objection and blow it up to be a 50-foot monster.

2. Our ability to remain calm will come from knowing what to say - practice more. There is NO excuse for not knowing what to say other than not making a point of practicing and being prepared to win.

3. Just realize there is more information the seller needs, give them more info. People make decisions differently.  Some personality styles need more information; some need less.  C's are going to be slow to make a decision as their #1 fear is making a mistake.  Where D's will tend to make decisions quickly.

4. Don't become frustrated with objections, rather focus on coming from contribution, remain calm, patient, and their questions while being true to your standards.

3.    You don't have to have a lot of different answers to the objections that you receive. You just need two or three responses to the most common ones you hear.

1. Accept that their is a learning curve, it isn't going to happen overnight.

2. To learn the answers, take one objection per week and write out two or three ways of handling it, practice it and role play it until it is committed to memory.

3. Once you learn how to respond, it will remain with over your entire career.

4. Most agents overlook this tip; it's just like riding a bike...you never forget how.

4.    A condition is a statement of fact that you can do nothing about … move on.

1. Do you know how to identify the difference between an objection and a condition?

2. Not even the best agents in the industry can overcome a condition.

3. It's important to be careful not to beat yourself up, or second guess your ability to when working with objections...be sure you weren't attempting to overcome a condition.

4. An example of a condition: we'd list with you, but we are waiting for the probate to be finalized in court.  OR I'd list with you, but my Mom's asked me to work with her best friend.  Objection:  I like you, and we'd like to list with you, but the other agent offered to take a reduced commission.  OR I will give you the listing, but I will only sign a listing for 30 days. It's our ability to know how to identify one from the other and being prepared to respond to the most common objections.

5.    "Thinking it over" is not an objection. It is the smoke screen for what is really concerning the seller. Question them … find out if it is commission, price, etc.

1. Attempt to flush out what's on the seller's mind by asking…"tell me more about that" ok…"I want to be sure I understand, what exactly do you mean?"

2. Often talking things out can clarify what may have been a simple misunderstanding.  Assumptions often break down communication.

3. Keep in mind the seller may not be receiving or absorbing all the information you are sharing with them.  They may have had their guard up during your presentation and not processed everything you've said.

6. When handling objections, always agree, always smile, always nod your head and never argue.

1. Remember not to argue because it puts the prospect on the defense and makes it more difficult to get the contract signed.  There's a saying "a person convinced against their w