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Objection – Buyer – “Prices may go down”

April 10, 2011 by Gloria Keith

BUYER HESITANCY… because buying a home is a fairly stressful issue for some people, they often look for ways "not do what they said they want to do". Sometimes it shows up as the following objection:  

Buyer… "We're going to wait because prices might go down". 

Here is your answer: 

"Yes you could put things off even longer Mr. Buyer. So here's an interesting thought for you… how long do you think you will be living in this next house? (Oh, 5 to 10 years… maybe even more) 

Okay and what do you suppose has happened to prices over the last 10 years?  Have they gone up or down? (I guess they have gone up)

You are right. They have gone up… a lot! As a matter of fact they have gone up consistently for the last 50+ years. Is there any reason to believe that they will not continue to do so? (Probably not) 

So when you buy your next house …it really is a long-term endeavour, isn't it? (Yes it is.) 

Look at it this way…regardless of the timing, over the long haul… you are going to make money on this investment. That's very exciting! Don't you really want to get on with this move? (I suppose so)

Let's get started… it's my job to find you what you want, where you want, and for the best price… don't you deserve that? (You bet) 

Understand that even a motivated Buyer sometimes gets "cold feet". By sharing the Big Picture with them, you are helping them see that this is a long-term endeavour and they can move forward with comfort. That's your job. NO Excuses.

Filed Under: Blog, Sales Training

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