Every sales person on the planet has heard objection after objection. It's part of the job. But if you're still finding yourself stumbling over how to overcome those objections, it's time to make a change. The number one thing you can do to help yourself get over that hump is take the time to come up with an answer to the common objections you hear from day-to-day, and memorize them.
Here are some common objections and how to overcome them:
1. Objection: I want to find a house before I put mine on the market.
Blocker: Great! Have you seen anything you want to put a contract on? If not, let's sit down and figure out what you're really looking for so I can find the perfect homes for you. In the meantime, it may take as long as 3-5 months for your home to sell and closings can take another month. If we wait, the home you fall in love with might be sold already. I can start working on getting your home on the market so that when we get a contract on your home, I can put an offer in on the home you love and try to close both homes at the same time. Then you'd only have to move once. Sound good?
2. Objection: We aren't quite ready yet. We need to make sure out home is finished and ready to put on the market. We've got a couple of projects that need finishing up.
Blocker: Oh of course! I completely understand the importance of making sure your home is ready to go and looking the best that it can. However, let's get your home listed for sale, and take a look to find out what projects need finishing and which ones you might not actually need to do to sell your home. That way it can possibly save you money in the end! What is better for you for me to come take a look, tonight at 6pm or 7:30pm?
3. Objection: We'd like to save the money invested in a real estate agent and sell it ourselves.
Blocker: I understand the saving money part! However, did you know that statistics show that FSBOs sell for 10% lower than those that were sold with a realtor. That means that you can sell your home with me and still walk away with more money in your pocket after paying the commissions. Plus, we are highly trained in negotiations, have great knowledge the area, and have the proper avenues to market your house to get the most out of our efforts. What do you say?
4. Objection: I want to list my house high so that later we can come down.
Blocker: While this might leave room for negotiation, it defers a lot of people from coming to see your home. A lot of buyers won't even look at homes out of their price range. It also unfortunately, might make other homes in the same price range look better once they see the two homes in comparison. The best chance at getting the highest amount for your home is in the first two weeks of being on the market. If we list it at what you expect to get from it from the beginning, you will likely have more showing and could result in multiple offers!
You don't have to read these responses word for word. Make them your own and practice, practice, practice. In no time, you'll be able to block any objection!