objection handle

If they are too busy to meet with you they are not serious and should go on your C list so you can work with A's OR they are not sure about something and don't want to make any big moves.

The best definition of a prospect I've ever seen or heard is "someone who is willing to buy or sell now or in the near future." I would add to that "ready, willing and able." I'm sure many people are considered prospects who do not meet that criteria, however, if they don't meet that criteria then they are not prospects, they are suspects. Part of your buyer counseling session must include questions about their readiness, willingness, and ability to purchase.

Handling objections is something every licensee should know how to do if he or she is professional. Repeat the objector's statement, then "apparently you have a reason for feeling this way, may I ask what it is" and after listening to their reason asking "is that the only reason you don't want to . . .?" Listen carefully. Then "i cerrtainly understand how you feel, (so and so) felt the same way, however, they found (whatever your adding). Then the critical question is "so, how do you want to proceed at this point?" What he/she/they decide, it is their decision and not yours. If you don't like it then you can make a decision how you want to proceed. Good luck.

Well put: basic sales technique. However: you must be very careful to customize it to your own words, and develop your own style.

We all have strengths and weaknesses, but nobody wants to be 'sold'.

Another way to describe this technique:

People are covert: they do not want to tell you the truth, perhaps are in denial or afraid: your job is to be a good detective. I like these techniques because they remind of the show "Colombo" years ago. Colombo was a self effacing detective, and the crooks would think he was a bumbling idiot at first, then they would let down their guard, as he read them like a book: This technique worked well for me in my first sales job, because I was a bumbling idiot at the time, but still needed to feed my little family:

"OK, I understand: you are saying that you want to wait until you find the right property, correct?"

(Make them acknowledge, Every time they say yes to you, you become closer, it relieves the pressure, and they let down their guard)

Go through the entire list, getting them to acknowledge all the statements and commitments they have already made, letting them know that you have listened and taken notes:

Now, recap the discussion:

"OK sounds good so now let me review to make sure I have this right:"

Go through the list and point out their acknowledgment of each fact, essentially backing them into a corner using their own words, then:

"Well I certainly appreciate your spending time with me, and I think I understand" (their guard is completely down now, they think they are off the hook, Colombo style) then:

"Oh just one more thing!"

Review with them:

'You said yo were ready, said you had the money, said you wanted to move, pointed out this reason and that reason..hmmmm.... you obviously have some other very good reason for waiting, do you mind if I ask what it is?"

Caught off guard, the only thing they can think of, is the truth: shut up, look them in the eyes and smile: they reveal the hidden objection every time, they spill the proverbial beans LOL.

I have hired and trained literally hundreds of salespeople in office machines, cars, finance, my own businesses. Sales is sales. If you would like a copy of my top ten objections handling methods, with what the client is really thinking when he uses them, write me at:

israel@rothmanmarketing.com

OHT's are a process, a skill and a craft.

best process I ever heard

identify, Rephrase and repeat back to them

isolate (it being the only objection stopping them from going forward)

then handle the objection.

soth this will go something like this

they say; no time.

you say, let me make sure I understand you correctly. you are committed to buy/sell/move/ invest, over the next little while, but do not have any time to meet and discuss your options, strategy and objectives?

they say, that is correct.

you say, other than not havng any time to meet, is there any other reason wy we can not move forward with your plans?

they say, no

You say, ok I understand, so if I could show you without a shadow of a doubt that by spending a few minutes now, we will be able to save you hours later, as well as saving money and avoid frustration and dissapointment, would be willing to set a little time aside for achieving you real estate objectives?

then say nothing, until they give you an answer.

live a pfanntastic life

Over my 12 years in real estate, I have had wonderful clients through what I call the "soft sell" approach. Example, at an open house, young couple comes in, looks around, I thank them for coming, hand them my card and tell them that if I can help them further, to please let me know. The next week or so, they call and ask me to help them find a home. My soft sell led eventually to selling them three homes over the years and listing two homes which also sold. They eventually told me that they selected me over several other agents because I didn't push and was not aggressive in soliciting their business.

Like one other responder stated, I have also found that people don't know how to say "no" or to just tell you they don't feel compatible with you for whatever reason. So, my way of trying is to then ask if they are close enough to buying that they would like for me to stay in contact (alway give people an out and a way to save face)--if they say no, then go on to the next five customers that will love working with you!

Good luck to you--the fact that you are asking the question lets me know that you are sincere and will be a great agent.

Donna - I was in sales for 10 years prior to entering the real estate field, and I always found the, "soft" sell to be the most effective as well. I particularly like the way you phrase your request to follow up with them and will incorporate it myself at open houses. Thanks!

You silly girls, this is about closing after they get back to you from the 'soft-sell' duh! Your resistance to sales technique, I can guarantee, is costing you money: that does not mean that you are doing anything wrong, it just means that you could do better: this technique, used properly, is very soft sell; you still need to learn it to be really good.

I have received 15 inquiries already from very seasoned professionals requesting the top ten objections list, people with more experience than you! Think about that! I close 3 out of four in a one-call close! I rest my case: you are in denial!

Show me one trainer or coach anywhere with any credibility that disputes this, and I will stand down!

The world is full of mediocre producers, and lazy salespeople, who would rather shotgun and hope for results than take control and maximize them. Welcome to the human race! If you believe that you are good for your clients, you owe it to them to do a good job of rooting out the hidden objection, which, in some cases, means that you do not want to talk to them again, because they are suspects rather than prospects, as the good gentleman who started this discussion pointed out!

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For me, personally, the soft sell works the best. I will contact the person I'm most comfortable with and that is not someone who pushes too hard. I will treat people the way I want to be treated.

That said, objection handling, when done correctly does work. It should be done in a gentle but firm way by asking the right questions. As a new agent, practice is helping me learn what works for me and my customers.

I work best when I'm prepared. That preparation involves knowing the most common objections and some ways to handle them. Then practicing with different people to learn more about possible responses and how to handle them. One of the most important things we can do is to listen, really listen to the customer and be prepared with possible answers to their objections. Then know when to pursue and when to walk away.