Prepare for Built-In Objections

Some apartments will have obvious down-sides, or elements that don’t meet up to every one of your client’s preferences. The good part about this is that you know every single one of these potential objections in advance and can prepare how best to handle them! The best preparation involves practice! Michael Phelps won eight Gold Medals in Beijing because he spent countless hours in the pool. He spent thousands of hours preparing for races that lasted mere minutes! Consistently practice confronting objections of every type and you’ll become virtually unstoppable!

Compliment the objection

“That’s a good question, I’m glad you brought it up”

Key Objections:

little objections
major objections
final objections

Could you expand on that?

Hear it out completely. Lean forward. Smile. Nod. Show that you’re listening.

80/20. 20% of the objection is the real objection.

Answering objections:
1. Obviously you have a good reason for saying that, do you mind if I ask what it is?
(Client expands) Kind out the key motivations.

2. How do you mean? Cannot afford it. How do you mean exactly?

3. Resist the temptation to answer.

4. Use objections as opportunities to build trust
-pause
-lean forward
-smile
-pay attention and listen
-be agreeable

5. Feel, felt & found

I understand exactly how you feel. Jessica who rented last month felt the same way. However when she moved in she found…………

Objections come from fuzzy understanding
1. Problem is not clear
2. Need / Urgency not clear
3. Unique selling proposition is not clear
4. Ask questions like, “What does it mean to you?”

Price is a very emotional thing. However 94% of apartments are rented on non price objections.

Jessica, if you like it, you can afford it, can’t you. What is the real reason behind your concern?

Cost to much?

Why do you say that?
Why do you feel that way?
Is price your only concern?

What about move in date? What about sunny? What about laundry? What about a beautiful kitchen?

Price concern.

How far apart are we?
What is the rent? (middle of showing?)
I don’t know.
What do you mean?
I don’t know how close you want to be to the subway? I don’t know how high up do you want to be? I don’t know the availabilities? It all depends on your choice of floor, location and rent stabilization. However as soon as the showing is over, we will sit down and discuss the exact prices.

Do not say, “Between 2850 – $3400″