1. ©2007

2. ©2007

3. ©2007 Why People Object Slowing Things Down Gaining or Maintaining Control Misunderstanding Hiding the Real Reason

4. ©2007 Valid Objections Deal with it openly Don’t deny the problem exists Admit to the buyer or seller when you are stumped Ask if you can put your heads together & come up with a solution

5. ©2007 Five Steps for Handling Objections Understand the Objection Respect the Objection

6. ©2007 Five Steps for Handling Objections (continued) Change the Objection into a Question Provide a Solution Try to Close

7. ©2007 PEOPLE OBJECT: 1. To slow things down 2. To gain control 3. Because they don’t understand something 4. To hide the real reason 5. Because they have a valid objection

8. ©2007 HANDLING OBJECTIONS: 1. Try to understand the objection 2. Respect the client’s objection and point of view 3. Change the objection into question form 4. Provide a solution 5. Try to close

9. ©2007 Closing Buying Signals Reexamination of the Property Mental Ownership of the Property Requests for Specific Details Looking for a Concession

10. ©2007 Closing Seeking Reassurance A Change in Behavior Criticism Examination of the Contract Prospects Selling One Another Asks About the Next Step

11. ©2007 Closing Techniques Urgency—Use only when true Alternative—The either/or approach Stair-Step—One little step at a time Advisory—Use the outside expert Assumptive—Not if, but when Action—Movement forward Ben Franklin—List of pluses and minuses Ask Them to Buy—When all else fails

12. ©2007 Guidelines for Closing Don’t Oversell Close with Confidence Stay Interested and Positive

13. ©2007 Guidelines for Closing Resolve the Objections Prospects Raise Before Closing Don’t Rush the Close Don’t Leave Buyers in a State of Indecision

14. ©2007 Chapter Key Terms Action close Advisory close Alternative close Assumptive close Ben Franklin close Buying signal Close Machine-gun approach Stair-step close Urgency close