The Art of NOT Overcoming Objections
I’ve seen just about every imaginable sales training program during my lengthy real estate career.
Many focus on “overcoming objections”.
Have you ever been subjected to the “feel, felt, found” technique by an aggressive real estate agent?
It goes like this:
You walk through a home with your agent and say something like “I don’t like the putrid green shag carpets!”
Which is followed by the agent saying something like:
“I know how you feel”.
“I have felt the same way in the past”.
“But I have found that I could learn to enjoy putrid green shag carpeting if I just gave it a little time”.
You get the idea.
No genuine compassion for your thoughts, just a shallow attempt to overcome your objection and “close the deal”.
Perhaps I have it all wrong, but I believe there’s no need to overcome objections.
It’s better to explore objections with clients, discuss them, and find solutions for them (like new carpets, for example?)
Serious, motivated, qualified clients simply want honest, truthful information instead of self-serving sales talk.
The bottom line?
A motivated seller will do what it takes to sell their home.
And, a motivated buyer will buy when they find the right home.
They don’t need to be “closed”!
July 29th, 2010 Posted in Inside Real Estate
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2 Responses to “The Art of NOT Overcoming Objections”
By Joel Anderson on Jul 30, 2010
Phil,
I like it, thank you! You are right, we get a lot of sales traning as well and I agree with your post. In the Digital Age, buyers are very well informed and educated. And the facts are that “Buyers love to buy, and hate to be sold/closed.” Start Listening, asking questions, and the deal will come.
By Maui Realtor on Jul 31, 2010
Consumers today are becoming are savvier than their predecessors, they conduct their research online and expect professionals to be their guide through the process as an authority, not as a cheesy used car salesman.