©2007. ©2007 ©2007 Why People Object Slowing Things Down Gaining or Maintaining Control Misunderstanding Hiding the Real Reason.
Post on 16-Dec-2015
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©2007
Why People Object
• Slowing Things Down
• Gaining or Maintaining Control
• Misunderstanding
• Hiding the Real Reason
©2007
Valid Objections
• Deal with it openly
• Don’t deny the problem exists
• Admit to the buyer or seller when you are stumped
• Ask if you can put your heads together & come up with a solution
©2007
Five Steps for Handling Objections (continued)
• Change the Objection into a Question
• Provide a Solution
• Try to Close
©2007
PEOPLE OBJECT:
1. To slow things down2. To gain control3. Because they don’t understand something4. To hide the real reason5. Because they have a valid objection
©2007
HANDLING OBJECTIONS:
1. Try to understand the objection2. Respect the client’s objection and point of view3. Change the objection into question form4. Provide a solution5. Try to close
©2007
Closing
• Buying Signals
• Reexamination of the Property
• Mental Ownership of the Property
• Requests for Specific Details
• Looking for a Concession
©2007
Closing
• Seeking Reassurance
• A Change in Behavior
• Criticism
• Examination of the Contract
• Prospects Selling One Another
• Asks About the Next Step
©2007
Closing Techniques• Urgency—Use only when true• Alternative—The either/or approach• Stair-Step—One little step at a time• Advisory—Use the outside expert• Assumptive—Not if, but when• Action—Movement forward• Ben Franklin—List of pluses and minuses• Ask Them to Buy—When all else fails
©2007
Guidelines for Closing
• Resolve the Objections Prospects Raise Before Closing
• Don’t Rush the Close
• Don’t Leave Buyers in a State of Indecision
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