Special Telephone TechniquesA:“Well, if you needed brain surgery, you wouldn’t go
to the cheapest surgeon, would you?”
S:“No.”
A:“Well, with your largest investment being your home,
you should treat it in the same fashion, wouldn’t you
agree?”
S:“Yes.”
A:“Then investing in a professional to market your home
makes sense, doesn’t it?”
S:“Yes.”Now the seller associates this brokerage fee with doing
what is right for the home. You have turned an objection
into a benefit for the seller. This can easily be done as long
as you are well prepared for the objections that you may
face. Get to know objections and the different approaches
to use in order to convert them into benefits. Practice the
counters until you can convert every objection into a
benefit.
Objection handling requires practice to master. In your
spare time, rehearse your techniques to better your skills.
The best teacher in life is experience, so if you really want
to increase your ability to handle objections, get on the
phone and start learning.
Dealing with Tough Sellers
With some sellers, you may find it difficult to strike up
a good relationship. You will get the occasional FSBO who
is rough around the edges, does not show any personality,