Comments on: A Simple Technique to Handle Buyer Objections

By: Praful Thakkar

Praful Thakkar — Mon, 14 Jan 2013 17:59:12 +0000

Simple AND easy technique to respond to buyers’ objections. Actually, this is true for seller objections, too.

By: vinbais

vinbais — Thu, 13 Dec 2012 04:11:00 +0000

I had read about this approach many years ago in some business book, I tried it and more than often it worked for me.
According to this approach, you should ask those questions at the start, which client will answer in affirmative. Try to take as many ‘Yes’ at the start, so that their psyche becomes tuned to be more agreeable towards you and what you offer.

Never let a conversation with your client begin with a No from them. So beforehand prepare some short questions, which client will only answer in affirmative.

By: Ryan

Ryan — Wed, 12 Dec 2012 23:52:31 +0000

Here is a great way to handle “listing objections” after all, most people that list a home end up buying another. In my humble opinion, the listing appointment is the most important sale you can make.

http://www.hardcorecloser.com/rock-star-closer-radio-the-facebook-syndicate/

By: Keller Williams Realty

Keller Williams Realty — Tue, 11 Dec 2012 15:22:33 +0000

@briancrossagent Fantastic script! Using local market data to set expectations about how much a buyer is realistically going to pay is an excellent way to keep emotions at bay. Thank you for sharing!

By: briancrossagent

briancrossagent — Tue, 11 Dec 2012 03:46:09 +0000

I set up “if, then” scenarios. For example, at the buyer consultation I always share key factors in our market report. One of the key indicators I mention is Average List Price To Sales Price Ratio. In other words, how much sellers are taking off of a home on average, if anything at all. Right now, the LP/SP Ratio in our market is 2.5%. So on average, sellers are taking off about 2.5% if anything at all. So, here’s my script for someone who wants to write a lowball offer:

“Now that we’ve established the average LP/SP ratio is 2.5%, let’s write up that LOWBALL OFFER at 5%. I tag LOWBALL offer with bidding 5% under. 5% under is still a lowball offer in our market, but at least it’s not a 20% lowball! Works like a charm to get them more realistic about their offer when we work within the confines of the market report.