Is there a winning formula that can help us deal with objections effectively?
Should we actually encourage objections?
In this clip, Dale Archdekin shares his winning tactics for reverting objections and making them work in his favor.
We also talked about;
- Lead generating with ISAs
- The problems with the 100% commission model
- The role of body language
- Using rejection to your benefit
- Unpacking the “I have to talk to my wife” excuse
- Two-step listing presentations
Objections are never pleasant, however you can use them to your benefit. When a lead says no, don’t just give up, but try unpack it. Ask them why they’re saying no and then see what you can do to change their mind, to offer them what they might be missing. Start seeing a rejection as an opportunity, rather than failure. Furthermore, always remember that different groups of leads have different experiences. You can’t treat a first-time seller and a FSBO in the same way because they have a completely different view of real estate agents. Modify your script to suit every individual group. Finally, don’t focus too much on your scripting. Own the conversation and listen to what the other person is saying and you’ll find not only more success but also that you’re enjoying the call a lot more.