CALL ME LATER…made times our customers do not say NO. They say things like "we are not ready yet/not just now/in a little while". We never know whether that means NO or whether it means MAYBE. Sometimes they are just trying to avoid the Sales Process. They might sell their home if they knew it was going to be easy. That's where you come in. Great Salespeople always make it easy for the customer. Wouldn't it be nice if we could just give them the Staples "easy button"?… you know, the big red one that says "That Was Easy". Sometimes all we have to do is help them understand the best approach for them.
Here is your ACTION STEP… when the Customer says "Not just yet…not right now…maybe later…" be prepared with this Objection Handler …
"I understand Mr. Seller… but I'm not sure that we are looking at all the factors here… can I tell you what I mean? (Sure)
No doubt you've heard the experts saying that the interest rates will be on the rise in the near future? (Yes I have)
As you know, interest rates directly affect the number of buyers in the market. There is no ignoring that fact. As the rates go up, the number of buyers go down… no matter what price range your home is in. Less buyers means less money for you! You don't want to lose money on the sale of your home, do you? (Of course not!)
Great…well in order to get you the most money possible, we need to expose your home to the most buyers now. Let's get it on the market immediately before the interest rates work against us. Do you want to see me today or tomorrow at 4PM? (Today)"
Practice this objection handler frequently. The Consumer is typically not as knowledgeable about the effects of the economy as you are. Be the professional… give great advice. They need you. Don't let them lose $$$$! No Excuses.