The idea of an objection can be intimidating to a lot of real estate agents, but it doesn’t have to be. What are ways we can resolve concerns, and actually turn them into opportunities to provide value? How can we tell the difference between an objection and a simple question? How can we reframe an objection? On this episode, Jesse Zagorsky shares how to handle objections like a pro.
If there’s an awkward pause in the conversation after you’ve handled the objection it’s probably because you should be closing. -Jesse Zagorsky
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Three Things We Learned From This Episode
Know the difference between an objection and a question
There’s a huge difference between an objection and a question, and we have to know this. Sometimes a question comes up at the right time, and the person has every right to ask. All we need to do is answer the question and keep it moving.
You can ignore an objection without being rude
One of the most effective objection handling tactics is to ignore the objection. You can acknowledge it but you don’t have to address it in the moment, and you don’t have to be rude about it. Most people are less committed to their objections than we are to pushing it back to later on.
Don’t miss the opportunity to close
The last step of objection handling is one so many of us miss-- and it’s closing. We’re not going to get the business until we actually come out and ask for it. Instead of standing in the awkward silence after handling an objection, close the deal.
There are 6 steps to handling an objection like a pro. You have ignore, reframe, isolate, cushion, handle and finally close and ask for the business. You have to have the tenacity to ask for what you’re worth because that’s what actually determines your value to your present and future clients.