Clients are going to have objections, this is a given. Being able to overcome objections is a skill that is relatively easy to learn and will serve you well as a real estate professional. I have narrowed overcoming objection down to four easy steps, follow them religiously and you will see a tremendous difference in your business.
Step One: Acknowledge the Concern
Never gloss over an objection. If a client brings up a concern, listen and validate how important the concern is. In order to ultimately overcome the objection, you need the client to know that you understand their concern, its importance and its gravity.
Step Two: Qualify the Concern
Ask questions about the concern until you are clear. Invite the client to ask you questions. Its important that you get a clear understanding about what the objection is - and sometimes it isn't the first thing that comes out of a client's mouth. A client might start out saying that they don't like the location, but when boiled down you might find that they like the location, but not at that price.
Step Three: Speak effectively about Value
Once you have correctly identified and acknowledge that objection, you need remind the client of all of the positives. It's important to restate all of the benefits but to come at it from a new perspective. You don't want to simply repeat what you said before, obviously it didn't work the first time. But you do need to remind the client of all the positives.
Step Four: Find Something to Agree On
When you can get a client to agree on even one point it can often be an effective way to find more to agree upon.
Always remember that buying a home can be an emotional experience for most people, even frightening for some people. Make sure that you know and understand what a client's objections are and what they are stemming from. When you have clarity it is much easier to help your client find their own clarity.
Very good tips, Coco. It's impotant to listen and understand our client's concerns.