It is amazing how an objection raised in the sales process can make most Agents look like a deer in the headlights: they get that blank look of disbelief that you see just before the front grill of your car connects with deerskin at full speed. If the deer manages to move at all, he does it at the...
The two Cs of objection handling: 1. Communication When we look at our ability to communicate at the Champion Agent level, we need to evaluate our verbal, vocal, and visual communication skills. The vocal and visual are the most powerful when dealing with objections. Verbal: These are the actual words and phrases you use to communicate to people. The words really don’t...
There is a series of mistakes that prevent most salespeople from reaching the Champion level in their objection handling. In this article, I am going to address the most common mistakes that stunt a real estate agent’s progress. 1. DO! - Let them be heard I have listened to countless agents’ presentations. Often, when the client begins to object, the agent...
