The best way to get what you want is to help your clients get what they want!
In an ideal world, all your clients would listen to what you have to say and then take your advice. You’re the expert after all!
But let’s face it… we’re not in an ideal world.
You might be wondering how to deal with the buyers and sellers who feel the need to question your every recommendation and who want to negotiate, negotiate, negotiate.
These customers don’t have to be the thorn in your side!
At the end of the day, they just want to feel heard and know that they’re getting the best value for their money.
So today I want to share with you The Best 7 Strategies for Handling Objections.
The I’ve seen it a thousand times… your sales strategy, your rate and your marketing spend all come under fire from fussy customers.
They want to get more and pay less… and boy are they going to make you work hard for it!
So what do you do when someone keeps blocking your every move?
Well, there’s a series of steps to overcoming client objections that when implemented, will help make your client’s decision to list and sell with you a lot easier!
Remember the goal – to help get your clients what they want – you get what you want.
Articles like this one and videos are excellent at bite-sized chunks, however, to really feel empowered with new strategies at your fingertips I would strongly urge you to join me at the next TurningPoint. Basically, if you want to use the best influencing strategies, the most connected community strategies, standout generating strategies, amazing listing strategies and key selling strategies – that work in any market – then you need to be at TurningPoint.
To help you right now though…
Here are The Best 7 Strategies for Handling Objections:
1) Pause and ignore
Sometimes saying nothing is the best tactic!
Let the client keep talking and they may well answer their questions themselves. Often buyers and vendors try to hide their interest by coming up with objections, so they might not even be valid.
As I mentioned earlier, people want to feel like they’re being heard. So repeat back to your client what they’ve said to make it clear that you understand exactly what they’re worried about.
Let them know – they’re not the first to have these issues… and they’re also not the first to have those issues addressed to achieve success in their real estate transaction.
3) Isolate and park
Here’s a question savvy agents ask when they encounter an objection:
“Is this your only concern?” This alone is a powerful technique to help you move forward in a deal.
“Let’s come back to that shortly” is something you might find yourself saying often as a way of ‘parking’ the objection. Your client might find their objections are addressed by the time you finish your presentation.
That being said, a great agent doesn’t ignore what his client has to say. Always, always make time for questions!
4) Question and challenge
Remember TV detective Columbo? Often he got criminals right where he wanted them, simply by asking a lot of questions.
Get clarity on your client’s motives by asking them to explain their concerns in more detail. They might back themselves into a corner!
You can question and challenge without coming across as confrontational (we go into this in more detail in my training sessions).
Sometimes you need to change how someone is viewing a situation. Here are two reframes elite agents keep up their sleeve:
“Perhaps another way of looking at this is…”
“I understand how you feel, in fact, others have felt the same way. But what we have found is…”
It’s all about perspective, after all!
6) Suppose… would you
You know it… every option has a solution!
Say to your client “Suppose we were able to address this issue…. Would you then be in a position to go ahead?”
Have your no-brainer solution ready to go so they have no more moves but to play into your hands.
7) Case study
Examples, examples, examples are key to overcoming objections.
Share your most recent success stories, display clear data and create some situations your clients can relate to. Paint a clear picture of the results they can expect by working with you, and ask them if this is what they want for themselves.
Case studies are one of the most powerful tools you can use in many negotiation situations.
You need to develop a library of case studies – both success stories and horror stories! Practice these with your colleagues so you can use them well.
Every time someone objects to something you have to offer, make a note. Come up with a response so you’re not caught off-guard and you’ll be able to confidently undertake difficult negotiations with even the toughest of clients.
There you have The Best 7 Strategies for Handling Objections which you can implement right away in your business to see big changes in your negotiation process.
Think about what it would mean for you to confidently work smarter, win more listings, sell more property, become more tuned in to your market than your competitors and become the clear Number One Agent in your area…