Discussion: Words are only words. Replace their “objection” word with a synonym. Change the word and you change the meaning. If your prospect uses the word “worry”, when you repeat the objection to them, use the word “concern” to replace “worry.” Prospect: “I’m worried about the composite board siding.” You: “I appreciate your concern. The facts are, this siding product is….”
Action: What if on a listing presentation, the seller prospect says something like, “I want an agent with more experience.” The implication here is that you do not meet that expectation. You might reply with: “I can understand your point of view. But let me ask you, how have you determined that someone else knows this market better than I?” Always anticipate this question. Do your homework so that you never appear inexperienced. But if this is a real objection, they will have an answer, maybe not a very good one, but they will probably have one. If it is not for real, then once you have discovered this—keep digging. Find out if there is a real objection. How about this one: “Your listing price recommendation is too low.” You might say: “There are many reasons why we might differ on our perception of value. But consider that I benefit from selling your property for the most we can get for it. The agent working with a buyer will use the same comparables I did, and will be guiding their buyers based upon the reality of recent sales history in this market. If we overprice, buyers may never take us seriously.” Take charge of the conversation and change the objection word.
What if your buyer prospect said: “I love this house, but it seems like such a commute.” You might say: “Yes it is a short drive to work, but I think we need to decide what’s most important for you. If we look for homes closer in to town, you will not get all the features that you want in a home. Maybe you should test the ride during rush hour. Let’s figure out the direction we need to go now, to save you a lot of time and trouble later.” Now you have just marginalized the “commute”, and helped to determine if this is a true objection. Both of you really need to know the answer to that question.
Development: Take time to think about your weaknesses. Don’t be afraid to acknowledge them. Then go about fixing them. Do what you can to strengthen them. Listen carefully when your prospects speak to you, especially when it is an objection being put forward. In your reply, soften the action with less urgency, accent, stress, or weightiness. Choose a word that is softer, less emphatic, than the objection word, and test for the real objection.