As salespeople, we give in way too easy to the “home to sell,” “can’t get financing,” “need to look more,” “waiting for the prices to stop falling,” “need to think it over” excuses. In most cases these are only smokescreens – and good ones at that because they usually work.
I’m tired of hearing people tell me they “like” my homes but then show no signs of moving forward without reciting a bunch of standard rhetoric like “need to sell.”
How about just simply refusing to accept these excuses or any other objection on its face? It may or may not have merit – we simply don’t know until we dig deeper.
Let’s say it’s a price or home-to-sell objection, we need to isolate it and eliminate it. For instance, if this was not an issue, would they go ahead and purchase the home we’re showing them that they seem to like.
If the answer is “yes” then all we have to do is figure out how to make it happen. We can be creative. We can be strategic. We can be tactical. Especially if there is a sale on the line.
If the answer is ambiguous, negative, or anything other than a clear, concise “yes,” then the excuse that they’re offering is just that and not a serious buying objection. It’s time to dig deeper or find another customer who is more serious.
We need to remember that there is more than one customer out there who will buy our homes. We just may have to look a little harder for that person and be less patient with the time-wasters.
* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.
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