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Part 9 - Concerns and Objection Handling

Concerns and Objection Handling This is the next topic in this series of ten specific tasks that leading real estate agents do to succeed. Ten specific Tasks that leading real estate salespeople do to succeed in real estate These are the ten sections contained in this series of articles to help you succeed in real estate: Part 1 - General ideas, suggestions, motivational quotes Part 2 - Business Planning for your Real Estate Business Part 3 - Prospecting for your real estate business Part 4 - Increasing Your Prospect Base Part 5 - You must "List to Last" for the long term in the Real Estate business Part 6 - Set High Listing Standards Part 7 - Marketing yourself to prove to the clients that you are worth it Part 8 - Real Estate Marketing 101 Part 9 - Concerns and Objection Handling Part 10 - Real Estate Time Management _________________ These are some of the notes that I took during the recent seminar and I am sure you will find them enlightening if not helpful! Part 9 - Concerns and Objection Handling Frequently people get objections confused with hesitations or conditions. A prospective client is really only hiding or keeping to themselves a hesitation, your job is to find out what it is and try and help them through the objection Hesitation is how a client hides the real reason they are not comfortable making a decision. For instance, they may say they "want to sleep on it", An inexperienced salesperson would just leave it at that and make an appointment for another day, As a professional salesperson you need to use a series of open-ended, probing questions to draw out the real reason your client is not making a decision so you can deal with the issue directly and move forward. An Objection is a real real reason why they are not comfortable making a decision and this objection can be something that is real, something that you did not explain properly or something that is a good reason for not proceeding You need to have several objection handling dialogues to handle the various objections you hear in your business everyday and you need to practice them over and over until they sound natural and unscripted. That way the next time you run into the same objection, you will be confident to deal with it because you have several answers and won't be thrown off track. A condition is when a decision requires 3rd party approval. This is not a hesitation or an objection. It just means that you must meet certain criteria to overcome the condition such as having all parties present that need to be there in order to make the decision. If that is the case then schedule another appointment when all parties are available. The Psychology of Objection Handling: Handling objections is very different than handling hesitations because client objections are the REAL reason they don't want to make a decision. Whenever you handle client objections you should use this ten step process: Agree with them, but only if you sincerely agree - To put you on the same side as your clients (you're in this together). You can say something like "I can see how you might feel that way ..." Ask the client questions to clarify their concern - You want to make sure you understand their issue and are not creating new ones. You can say something like "just so I can get a clear picture, what is it specifically about _ that has you concerned?" Try and isolate the issue from other questions or issues - To separate multiple issues when required. You can say something like "is that the only thing that you are concerned about?" Deal with concerns one at a time - To overcome their concerns and move forward, You can say something like "if I can demonstrate to you that _, would that ease your concern?" Demonstrate real solutions through visual presentations and effective communication with the client - to eliminate their concerns using visuals and dialogue, You can say something like "let me show you something that might change your mind ... " Try and have the client understand and agree with you before you advance to the next concern or question - To make sure your client is comfortable moving forward. You can say something like "now that makes sense doesn't it?" Remember that your clients don't care what you know until they know that you care so handle every concern with tact and diplomacy. Your clients put great trust in your advice and you must take great care to be honest and forthright when dealing with their objections, Next Chapter Part 10 - Time Management The next chapter in this series will teach you the next step in expanding your business, read next chapter    The information contained on this page and this series of articles designed to help you succeed in real estate will give you great insights and knowledge into how your real estate business should be conducted.  (C) Copyright Concerns and Objection Handling All Rights Reserved This page has dealt with real estate sales information, I hope you have found it useful.

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Ten specific Tasks that leading real estate salespeople do to succeed in Real Estate:

Part 1 - General ideas, suggestions, motivational quotes
Part 2 - Business Planning for your Real Estate Business
Part 3 - Prospecting for your real estate business
Part 4 - Increasing Your Prospect Base
Part 5 - You must List to Last for the long term in this business
Part 6 - Set High Listing Standards
Part 7 - Marketing yourself to prove to the clients that you are worth it
Part 8 - Real Estate Marketing 101
Part 9 - Concerns and Objection Handling
Part 10 - Time Management

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