Overcoming buyer's rejections

[shariok]

I'm a newbie, and I sit in a model home, that's in a very nice neighborhood with acreages and wooded, big homes, etc. The development is new --- just started about 2 years ago. The town is growing and moving that way rapidly!!! Our builder's price is very compentive, and has a nice standard feature pacakge! Here's the deal *I'm* not selling much out there!! So last weekend, I had to go out of town and the lady I work with sits out there for 2 days (Sat. & Sun.) and sells our 2 specs!!!

So I have came to realize, the buyer's are giving me obstacles/rejections, and either I'm not recognizing them (meaning, I am not even seeing that as a rejection) OR I'm not overcoming them.

So what do you say to buyer's when they throw out an obstacle? How do you overcome them? Give me some examples of rejections. (I must not even be recognizing them, or believe what the customer is saying, "I'm just getting ideas", etc.)

I belive if I can overcome the customer's rejections, I could make some sales!

Thanks for your help!
Shari

[Dan Connolly]

Give us some examples of the obstacles! There are good responses for many of the standard objections you may get.

One very effective method of deflating an objection that you don't have an answer for is (believe it or not) to ignore it. Don't answer, change the subject, point out something positive, act like you didn't hear them....I know it sounds unprofessional but it works!

Sometimes its just luck that caused to two buyers to show up when you are out of town, though, but it never hurts to brush up on objection handling scripts.

When the prospect says "I'm just here to get ideas" you have to engage them...."Really what kind of ideas are you working on?" Probe, ask them about themselves. Everyone LOVES talking about their thoughts plans and ideas. You have to be friendly and engaging. Pull them out of their shell and find out if there is a way you can help them. The idea is to keep them talking and the number one subject the prospect wants to talk about is themselves.

[shariok]

Thanks, Dan! That's some good advice!!
I really don't know the obstacles to give you examples. I mean, when they are talking, to me, I'm not *hearing* obstacles/rejections, so I'm not talking back to overcome them. The only thing I can think of as a rejection I am hearing a lot is location b/c it's kinda out in the "country", but not for long! But I overcome that with, A mall and theatre is coming in just a few miles away, it's easy access to the highway, the new schools are completed, and more businesses are coming out this way.
I guess, I'm just trying to figure out what is a "rejection"? Besides the obvious, price.

[Mack Perry]

Hi Shari. Perhaps it may be a good idea for you to sit down with the other agent that you work with and discuss how the transactions went. Learning from this agent may very well benefit you substantially in the long run. Sort of a mentoring - coaching program.

[lprest]

For one thing- wait and see if those 2 deals actually go through. I'm sorry, But I have never (in 18 years) seen it as my job to counter objections and talk people into buying (OR selling). Yes, I realize some people need help to make up their mind, but this can be by honest discussion. I DON'T need to talk them into something that maybe isn't right for them. And yes, we DO get a fair amount of business with our "soft" approach.

[Saodavi]

She could have just been lucky. Sometimes that happens. Then again, maybe you could brush up on your game.

I'd ask that lady to come back and work while you're there. You can watch and learn. Maybe split your take with her in some agreeable fashion. Or, maybe you can see if she just got lucky.

[Dan Connolly]

I think that trying to overcome people's objections could be a turn off for a lot of Buyers. If someone says it is too far out in the country....well you can say that there are malls and stores coming but a more constructive response might be: "Well how far out are you willing to go? Is it about the distance to commute to work or about the distance to shops and restaurants?" It's better to keep asking questions, and not be focused on selling them the houses you are showing, but finding out what they want. Remember they may buy something else with you if not the one you are sitting in.

[ericbadgley]

If you want to overcome objections go to realestatechampions.com they have a great cd training and booklet about how to overcome objections. They also have a program for how to commit and convert the buyer evertime. That one is good too. I bought both money well spent. I have been using his stuff since I started.