It can come out of nowhere … a statement from a buyer or seller that something is preventing her from moving to the next step. The objection could be related to money, timing, a relationship, or dozens of other factors.
障碍似乎很简单. 然而，通常存在一个更大的问题. 客户或潜在客户可能不了解流程, have doubts about whether you are the best person for the job, or be overwhelmed by the enormity of a real estate transaction.
Skillfully handling objections will increase the number of clients and listings you win and increase your clients’ satisfaction with your service.
不要反应太快
Your first instinct may be to immediately overcome a client concern. You could launch into a script you’ve learned to address any objection. 但反射性的做法可能适得其反. If you don’t take time to properly address a serious issue, the person may dismiss her own objection only to balk later.
听并提问
Don’t assume that the objection the person voiced is the only thing holding her back. 事实上，这可能根本不是真正的问题. Some people use an objection simply to slow down the process. Others mention a small issue when a larger obstacle is uncomfortable to discuss.
Any objection should signal you to ask the prospect or client questions. Let her know you want to fully understand her concerns. Open-ended questions work well to uncover what’s preventing her from moving forward.
Make sure you understand the problem by summarizing what you heard. 即使你觉得你们意见一致, you will often uncover the real source of resistance by asking if the person has any additional concerns.
讨论解决方案
When you’re confident you know the true objection, you can help the person get past the obstacle. You can use a script, or you can answer objections in a less-structured style, but don’t wing it. Spending time understanding common objections and their resolutions prepares you to successfully work through these challenges.
Whatever your approach, focus on solutions that show the person you can help her achieve her goals. Thinking of the objection from your prospect’s or client’s perspective will ensure you’re not perceived as using strong-armed sales tactics.
寻找警告信号
有些反对意见是真正的障碍. A prospect or client may have changed her mind or encountered an issue that prevents moving forward with you. Using sales skills to “solve” those situations may feel like success but will ultimately waste your time.
消极的肢体语言, 半心半意的反应, and silence may be signs that the person is not receptive to your suggested next step.
验证您已经解决了问题
The last step to overcoming an objection is to confirm that you have satisfied the person’s concern. If so, you have moved a step closer to helping your client with a successful real estate transaction.