Real estate professionals should encourage prospects to reveal their objections early on.
According to Jeb Blount, author of “Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No” and founder of Sales Gravy, “When you choose delusion over reality, you are making a conscious choice not only to lie to yourself, but [also] to lower your standards and performance. In sales, you cannot be delusional and successful at the same time.”
Agents should never ask: “Are you the decision maker?” Instead, they should use indirect questions like, “Apart from yourself, who else is involved in this decision?” Blount says, “Indirect questions work because they trigger your stakeholders to tell a story and reduce their temptation to take the leading role. Most importantly, you avoid putting them and their ego on the spot, and this gives you a higher probability of getting a straight answer. That way you know exactly where you stand before getting too deeply into the sales process.”
Agents should map the stakeholders and engage them to find hidden objectives and identify them sooner. One way to do that is to activate the “self-disclosure loop,” which involves staying out of the way and getting the stakeholders to talk amongst themselves; and as they talk, listen closely.
Ultimately, Blount says it makes no sense to fear objections – they’re part of the decision-making process.
“Time is money, and (time) is your most valuable asset,” he says. “Don’t invest it in a deal that’s not going to close.”
Source: RISMedia (07/16/18)
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