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Great Response to a Showstopper

September 26, 2011 by Gloria Keith

 

YOU ARE TOO LATE… here’s a familiar refrain that all Salespeople run into almost every day…

“Thanks for asking but we’ve already got an Agent”. This is where the real Superstars get energized. Just like you had a double cappuccino! It is at this point that you realize it is a chance for you to show how different you really are. Here is your response:

“No problem, most people do… and let me ask you… if you’re like most people I talk to, you’re probably going to get more than one opinion in your place. Do you intend to do that?”

Prospect: “I had not planned on it”

“I understand and at the same time considering that there are hundreds of thousands of dollars at stake here, wouldn’t it be a good idea to see if there is another opportunity here for you…can I explain?

Prospect: “What do you mean?”

“What I do to sell homes is DRAMATICALLY different from the traditional agent. It will only take 15 minutes to show you how I can make a Big difference for you. It might even mean $5000 — $10,000 extra in your pocket. I assure you, I will not waste your time. Do you want to see me today at 5 PM or would 7 PM be better?”

Prospect: “5 PM would be fine”

Remember, the most important part of any Objection Handler is how you deliver it. Practice this one because it is tremendously effective. Be confident, be aggressive, and be assumptive… they’re lucky you called! NO Excuses.

Filed Under: Blog, Sales Training

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