TRUTH POWER… one skill that all Salespeople must master is the ability to Handle Objections. Being an effective objection handler takes a lot of practice. At the same time, when you understand two very important certainties you become much more accomplished at helping your Customers overcome their concerns. The result?… handling their objections becomes much simpler.
Certainty #1. An Objection Is a Question in the Mind of the Customer That Remains Unanswered. If you want to handle the objection, all you need to do is understand the question and answer it. Here is an example…
Objection: “We are going to sell our home ourselves, we don’t need a Salesperson.”
What’s Their Question?: The prospect is asking the following… “Why should I pay you 6% to sell my home when I can do it myself for free?”
Solution: Answer their question… show them how you bring added value that exceeds the 6% cost. Help them understand the advantages you bring to the table.
Certainty #2. The Truth Is Always the Strongest Objection Handler. Invariably, when you share the facts with the prospect it makes it a lot simpler for them to understand what they should do next. As simple as it sounds, what really does work best is just to…tell them the truth.
Objection A: “We are going to sell our home ourselves, we don’t need a Salesperson.”
Tell them the truth… “The MLS system attracts the majority of the available Buyers by far. The greater the number of Buyers, the greater the demand. The greater the demand, the more money you should expect for your home. I can make that happen.”.
Objection B: “I already have an agent.”
Tell them the truth: “Even if you do go with that individual eventually, it would be in your best interest to get a second opinion on your home. There is a lot of money at stake here. I am prepared to do that for you, I will show you what I do differently and then you can make your decision.”
Objection C: “There is another agent that will do it for 3 ½%.”
Tell them the truth: “Of course there is, you can even get it for less than that if you look further. The fact is you get what you pay for… if you want top dollar for your home, hire somebody who is prepared to do all the things that are necessary to make that happen. The good news is, I am that individual. Let me show you what I do that will make a difference for you.”
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Conclusions to help you be a Master Objection Handler… #1. Understand their question. Here’s a tip…it usually starts with “Why should I…?”. 2. Tell them the truth, keep it simple. #3. Practice your delivery. Don’t cut corners, when you do, it usually ends up cutting into your paycheck. Click Here for my Scripts & Dialogs “All the Right Words”