Objections

1
Objections

• Dr. Jim Burton
• Marketing Real Estate
• Richards College of Business

2
Overview

• Welcome Objections !!!
• Examples of Objections
• Categories of Objections
• Meeting Objections
• Trial Close

3
Welcome Objections

• Objections generate information
• Plan for Objections
• Anticipate/Mention
• Deal with Objections
• Be Positive
• LISTEN - Hear them out
• Understand the Objections
• Meet the Objections

4
Examples of Objections

• Practical
• Price
• Product not needed
• Buyer over stocked
• Delivery schedule

5
Examples of Objections

• Psychological
• Resistance to spending money
• Resistance to Control
• Predetermined beliefs
• Negative image of sales people
• Dislike making a buying decision

6
Categories of Objections

• Hidden Objections
• Stalling Objections
• No-Need Objections
• Money Objections
• Product Objections
• Source Objections -loyalty to present supplier.

7
Meeting Objections

• Dodge - Temporarily
• Pass up - Move on
• Re-phrase as a question
• Postpone until right time
• Boomerang - turn Objection into a reason to buy !
• Ask questions

8
Meeting Objections

• Deny - Directly
• Deny - Indirectly
• Anticipate
• Compensate
• Get third-party answer
• Use Trial Close !