Anticipating and Reframing Objections

HEY! You are in sales, so you hear objections. Do they derail you, or do you blend them into the flow of what you are presenting? Here are steps to take:

1. Identify the common objections. There are usually no more than six.

2. Let the person voicing the objection finish voicing the objection. You might want to repeat or rephrase the objection.

3. Be prepared to either shift the objection into the form of a question, or place the objection into a different perspective without creating confrontation.

4. If it's a show-stopper objection, it's better to address that as early as possible to save time.

Let's look at each of the 4 bullets above with examples. We'll be the buyer, making a discounted cash offer to a seller.

1. Objections Example: How many times have you heard the seller say they want tax value when tax value is much higher than the market value? Have some prepared like, "Only the tax collector and the tax payer care about the tax value of the property. Everyone else cares about the market value. If you are going to wait to sell when the stars align so that the market value and the tax value are the same, you may be waiting until 8 track cassette players come back in vogue.

2. Repeat / Rephrase. "Mr. Wilson, I just want to be clear. You are concerned with our offer because we don't have proof of funds in writing and you got burned by that before? So you want to know how we provide proof of funds?"

3. Changing the objection into a question. "Mrs. Smith, when you say you don't like the offer because the deposit is too small, is it fair to say that you are asking how much more of a deposit would we be willing to leave?"

4 Show Stopper Objections. "Mrs. Wilson, you are saying you want an offer but refuse to let us see the inside of the house. We have a big problem, because you are asking us to make an offer without seeing the goods. What do we do now?"

In sum, be prepared for the common objections, incorporate them into your presentation, and have fun with them.