"WE WANT MORE MONEY"… is a common refrain from our Sellers. It is also an understandable one. In handling objections, great Salespeople use logic, not emotion. Here is a very logical (and effective) solution to that challenge…
SELLER: "The price we want is $325,000".
Response: Well you can price it at $325,000 but experience has taught us that that's going to hurt you in the long run. May I explain? (Very well)
Similar homes are available for less. When a home is overpriced it sits on the market and doesn't sell. Mr./Mrs. Seller… you've seen homes like that before, haven't you? (Yes we have)
Buyers do not want to look at homes that have been sitting on the market for a long time… and when they do, the Buyer's don't take them seriously. I have had lots of Buyers in my car and they always say the same thing. They say, "I wonder what's wrong with that house?… it's been for sale forever!" We sure don't want people saying that about your home do we? (No way)
In truth "There is nothing wrong with your house… there is just something wrong with the price!" Mr./Mrs. Seller… you have a terrific home here! It deserves to be respected by serious Buyers, doesn't it? (Absolutely)
The market is saying your home should be priced at $299,900… let's follow that direction and list your home with me for $299,900 tonight. That way we will get you more money in the long run. Sign the contract, please. (Let's do it)
The "core" for this objection handler focuses on the stigma attached to a stale listing. Remember this credo… "If you believe it, they will believe it". Practice this objection handler, become confident in your delivery, and help them get the best price possible. NO Excuses.