Objections: Attitudes of Resistance, Answering Objections

Posted by Christopher Audette on Tuesday, November 15th, 2016 at 12:15pm.

Three attitudes of resistance: Objection, Doubt and Indifference. How to respond differently to each. The purpose of Discovery is to determine their attitude so when you proceed to the Answer step, you’ll respond properly. Answering objections. Even when you do have to answer, phrase it as a question and ask them to resolve the issue first. Lead them to the answer. Techniques for creating specific answers. Reduce it to difference in time or money rather than addressing the entire amount. Agent demonstrations of answering objections. Final exercise that really makes the point that you almost never have to answer an objection; “What didn’t you like about the last home you bought?”

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