Buyer Objections

Dated: 12/21/2015

Views: 300

 Handling Buyer ObjectionsAs a successful sales associate, you’ve probably shown more propertiesthan you can count. So you’re no stranger to handling objections. Still, evenan experienced pro can occasionally stumble when a buyer says somethinglike, “This kitchen is too small.”Here are two proven techniques that can help:

 1. Correct. If the objection is not true, simply (and politely) correct therecord. For example, if the buyer says, “The transit stop is too faraway”, you correct him by saying, “Good news! There’s actually astop on the corner. It’s just a two-minute walk.” 

2. Compensate. Unfortunately, some objections are true. To handlethose, point out a feature or advantage that tips the scale in yourfavour. For example, if the buyer says, “The backyard is small,” youcan say, “Yes, but the deck is huge. There’s lots of space for gettogethers.Plus, there’s less grass to mow!”These are simple strategies, but they often work.

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Sheryll White

As a Full Time real estate agent for the past 23 years, Sheryll has helped hundreds of home owners in Colorado buy and sell their homes. Sheryll's easy going, no pressure style and her in depth knowl....

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