“I cannot afford it”
“I need to think about it”
“It’s too far from the subway”
“It’s on the 6th floor, I want something on the first or second floor”
“I need to speak to my roommate”

There are no sales without objections.

Objections indicate interest.
When a client starts to object, rejoice, because you have touched an emotional nerve.
Successful sales have twice as many objections as non successful sales

When a salesperson gets an objection, he should be happy because that it what makes sales close.

The Law of 6

The number of possible objections are 6

Just started looking. This is the first apartment I have seen. I have other appointments. I need to see more. It’s my first day looking. Have not seen enough.

I want to think about it. I need to think about it. I need to sleep on it. I don’t make on the stop decisions.

Rent is too much. It’s very expensive. It’s over my budget. I can’t afford it.

It’s too far from the subway. It’s too far from transportation. It’s too far from the bus. It’s too far from work. Commuting would be a challenge.

My roommate has to see it. My parents have to approve it. I need to talk to my roommate.

We could sell all we wanted to if out clients did not say…………..

Develop bullet proof answers
Why don’t your customers rent?

When do you deal with an objection?
1. Immediately (reputation, landlord)
2. Later (Can I come back to this point later? It’s a very important point and I’d love to address it once the apartment showing is done.
3. Presentation. Bring it up yourself. I’m glad you brought it up.
4. Don’t bring it up again

Preemptive strike

6th floor walk up
far from subway. where do you work? How important is it for you to live in a safe area? 90% of crime happens close to the subway. If you were my brother or sister.