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Take the Objection Head on An objection signals that they are fully engaged Ask Open-ended questions Seek understanding and rephrase Refuse to accept.

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Presentation on theme: "Take the Objection Head on An objection signals that they are fully engaged Ask Open-ended questions Seek understanding and rephrase Refuse to accept."— Presentation transcript:

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2 Take the Objection Head on An objection signals that they are fully engaged Ask Open-ended questions Seek understanding and rephrase Refuse to accept the first response Dig deeper to find the heart of the issue Actively listen and mirror to build trust Remember purpose of true discovery Find the emotional connection Provide solutions to the true need

3 Not ready yet I need to think about this I’m too Young- -- I’m too Old I can’t afford this Apartment is not large enough I don’t want to leave my home/my friends I don’t want to live around sick/old people I don’t need all the amenities and services I am healthy I enjoy working around my home This will be too far from my children My children don’t want us to do this

4 Closing takes place throughout the sale Emotional “How do you feel about what we just discussed?” Practical “If I am able to provide a solution that overcomes the hurdles we’ve discussed, will you consider this option” Logistical Always be on alert to buying signals (Verbal & Visual) Know what you will offer as their “Next Step” Logical Always able to close for “The Plan”

5 You WILL guide them to “YES!” Build the Relationship Learn WHO they are Know what they VALUE Be their Trusted Advisor Nothing can break down barriers like TRUST Be responsive to their NEEDS Provide Value Answer the “What’s in it for me?” Focus on what means the most to each customer Help them to see your community as the SOLUTION


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