Overcoming Buyers Objections
When moments like this come up, do you ever feel like your brain freezes up and you cannot think of anything to say? Then it gets somewhat awkward and uncomfortable when in your moment of having a brain freeze, there is a moment of silence. As you scramble to think of something clever to say to react to their comment, your demeanor is now more shaky and less confidant which in turn is less believable. All of the sudden your control and the momentum that you built throughout the process have come to a screeching halt. This is not a good feeling, but I have good news for you, it isn't your entire fault that overcoming objections is one of the hardest things to do.
The reason is because handling objections require a skill that isn't readily taught in schools or in training classes. That skill is listening.
Think about it. When you were in your formative years and developing your reading and writing skills in school, did you ever take a listening class?
It's funny; statistics show that we spend about 80% of every day listening, yet we have never been properly trained to do so effectively.
Dr Stephen Covey has been quoted as saying, "seek first to understand, before being understood." What he is essentially saying is that before we can help someone and find a solution to their needs, we need to understand their real wants. Think about your doctor, one of the very first questions they ask is, "how are you feeling?" or "where is the pain? "What does it feel like?" These questions are used to determine what your symptoms are so that a proper remedy or diagnoses can be made. Your doctor can take the answers to these questions, then determine which tests need to be taken to get more answers.
This is the same principal that should be used when trying to help your client find the home that they need.
Studies show that listening takes place in several different ways. If you thought the previous statistics were startling, wait till you read these.
Listening within the numbers
7% of listening is done through verbal communication.
38% of listening is done through tone of voice.
55% of listening is done through body language.
At first glance, these numbers are difficult to comprehend. After all, how can verbal speaking only account for 7% of how we gain understanding during communication? When you really stop and think about though, these numbers make perfect sense.
Have you ever been speaking with someone, perhaps a spouse or a significant other, and not really been interested in what they were saying. Did you make less eye contact and just give short answers like "okay" or "uh-huh"? Perhaps you were distracted by the television and you just nodded. What kind of message do you think you were relaying to that person? Do you think they felt neglected or that they were not very important to you?
In the business of real estate, this happens very frequently as well. Think about a time where you asked your potential home buyer a question about what they are looking for or what kind of needs they require in a new home. When they began to answer, were you listening to each word in eager anticipation or were you waiting to speak again? If you were waiting to speak, you may have just missed the key detail that would have propelled you into making the sale.
Ineffective listening is one of the most frequent reasons for mistakes, misunderstandings and losing current clients. The inability to effectively listen sends the message that your client is not that important to you.
Related Tags: wealth, real estate, success, happiness, overcoming, victory, objection
Curt Fletcher is a man that has been driven to succeed throughout his life. He strives to change the status quo and push himself and others to reach their full potential. He has created many systems and written several Books that will soon be available. He learned and developed his Software Creations and Database Expertise early in his career at Lockheed Martin.
From there he took a dive into Real Estate and Selling New Homes. This is where he developed his passion for helping others and began to feed his appetite for learning even more. After a successful tenure as a consistant Top Performer, Team Contributor, and Trainer, he took the next step by writing the first of his successful E-Books, "Spreading Hope and Fulfilling Your Dreams." This book and all of Curt Fletcher's Success Strategies can be found at http://www.curtfletchersuccessstrategies.com/index.html
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- Qualifying Equals More Sales and More Income
In my experience in the new home sales industry and the opinion of the top producers across virtuall - Questions From Home Sellers
Home sellers have been contacting me about selling their homes with the question: "Should - Top 10 Reasons You Can Sell More Real Estate With A Podcast
A lucrative career in real estate used to mean shaking a lot of hands and praying for favorable mark - How Important is a Real Estate Appraisal?
A real estate appraisal is necessary any time you buy or sell any kind of real estate. The purpose - Window Treatments Can Help Sell Your Home - Let a Home Stager Show You How
New window treatments can make a world of difference when selling your home. They can add value and - Sell Land Contract Agreements for Cash To Professional Note Buyers
You can sell land contract agreements to a professional note buyer for a lump sum of money. Many peo - Selling With A Real Estate Representative
Selecting a RealtorFinding the right real estate representative takes some time and care. A good pla - How To Prepare For An Open House
To further maximize exposure, your Realtor may recommend you hold one or two types of open houses as - Home Selling Tips - Tips On Selling Your Own Home And Preparing Your Home For Sale
Top Ways to Boost Your Homes ValueSelling your home is a major life event; buyers and agents will co - Selling Your Home - Exterior Ideas
When listing your home for sale, it must be in the best shape possible. This may mean spending some
Most viewed articles in this category:
- Great Curb Appeal: Your First Line Of Defense For Selling Your Home
Trying to sell your home without "Great Curb Appeal" is an uphill struggle. Without pristine curb a - Dependable Recumbent Bicycle Dealers
Recumbent bikes place the cyclist in a laid-back, easy chair riding or reclined posture. Unlike conv - Free Home Staging Tips that Make Your Home Sell Faster
A 2006 Chicago Tribune article cites a National Association of Realtors (NAR) study validating the i - Prospecting for Real Estate Clients is Not a Short-term Activity
Have you ever mailed a prospecting letter to 100 or even 500 homeowners in your neighborhood, waited - Putting Your Best Foot Forward When Selling Your Home
As the real estate market cools off, it is important to focus on the fundamentals if you want to sel - Home Loan Finances
You can take a loan from banks or lending companies. Banks and such companies have their set criteri - Real Estate Market for Sellers in 2007
For much of this decade, sellers have sat in the cat seat when it comes to the real estate market. A - Selling Your Gilbert Home in a Tough Market
Selling Your Gilbert Home When No One Is Making An OfferThis may seem like a terrible time to have y - Staging, Selling Your Home For More Money
In the middle-of-the-road housing market, homes are remaining for sale longer than they did about on - Trying to Sell a Home with Little or No Equity
Many homeowners are sweating finances these days. For a variety of reason they are in over the head