Issue link: https://read.dmtmag.com/i/124916
SALES MANAGEMENT Handling Objections #2 BY GRAYSON SCHWEPFINGER RANDOM ANSWERS Following are some random answers to various objections. These answers could be used as positive closing statements, answers to objections, or to close the prospect, depending where in the presentation they are used. Remember nothing works every time, but nothing works if you don't try it. "Many people who come to look at our homes are concerned about being sure they are dealing with a reputable company. Frankly, if I were in your shoes I would be concerned too. That is exactly why I told you about how strong our company is and the quality of all our homes with our company storybook. Did I miss anything you are still concerned about?" If they answer yes you have unearthed their objection. If they say no then tell them, "Great, then let's make the home yours!" If they tell you they don't want a feature that is already installed in a used home or model you want to sell out of inventory, you might try the following approach. "Todd and Laurie, that is the kind of feature which makes this home more valuable, and easier, to sell or trade. It amounts to a lot less than one meal a month to enjoy it." "Todd and Laurie, the price of thinking it over is a higher interest rate and a higher price. Why risk the home costing more?" "You know the owners were also concerned about that very thing. Let me tell you what we decided to do -----------" Give them a reason to accept what they are objecting to. "Todd and Laurie, I agree that's a lot money, but you have picked one of the finest homes we have. We could lower the price by ordering it with less features, what options would you be willing to do without?" "Todd and Laurie, I'm sure any retailer would love to do that for you if they possibly could. But I don't know of anyone that could, including us." MAY 2013 22 THE JOURNAL "Todd, you have worked hard for your family. You have attained an excellent position with your company and I'm sure you agree this home would compliment both of these achievements. This will be a happy home, Laurie, I can see that in your eyes right now. Let's take care of the few details left." "Todd, do you or Laurie have any other questions before we make this home yours?" "You know your family wants and needs the features of this new home. Even if you could, how much would it cost you to upgrade your present home with a new range, carpets, refrigerator, water heater, etc. Then, even after you spent all that money, you'd still have an old home. That really doesn't make sense, does it?" "Sure it's a little smaller than the other one, Todd, but it costs less. You did tell me that you and Laurie are interested in keeping your investment figure within your budget, didn't you? "Todd, I just had another couple that also made a $100 deposit with another dealer. Yet they decided on this model anyway, even though they lost the $100. They figured that this home has so much more value, they saved $800 even after losing the other deposit." If they don't agree, add, "Todd, let's see if I can get the owner to adjust the price by a $100.00 so you can forget that other deposit and we can make this home yours?" "Todd, I know that the other home is nice, but you know it would really tax your budget. This home meets all your family's needs. And both you and Laurie like it. You would be better off buying a tent you can afford than over pressuring your budget, and then not being able to enjoy the home. Don't you agree?" "Todd and Laurie, I've added up the cost of all those extras you said you wanted in your dream home. Let's take a look at the price tag for them." (Show them the list and list prices of each item.) "That's a big step, isn't it? However, the home I showed you is well within your budget. Remember, you can add most of those dream features later, can't you?" "You're right, Todd, but what we want and what we need are often miles apart. Right now you need a home that fits your budget. No sense going overboard and putting your family in a financial straight jacket is there?" "There are two decisions to make when investing in a home. You already made one, you like the home. The final decision is, will it fit your budget? Your investment on this home is exactly the amount you want to use as an initial investment and your monthly investment would be within a dollar one way or the other of what you wanted to invest." "Todd, you know Laurie and the kids want a home like this. Why not say yes for their sake as well as your own?" "Todd, you said you like it. The home is within your budget. Laurie wants it. And, you told me your family needs it. Let's make everyone happy. Will your deposit be check or cash?" "Todd and Laurie, I'm sure you agree that there is a great deal of satisfaction and a tremendous amount of pride in owning your own home. Let's give your family that feeling, starting now!" "Todd, you and Laurie are only going to live once. Both of you worked hard and have been dreaming a long time about enjoying a home like this. Let's make that dream come true." Until next month – GOOD SELLING! T J Grayson Schwepfinger is a nationally known speaker and member of the manufactured housing Hall of Fame. He specializes in sales and sales management training and can be reached for comments or more information at his e-mail schwep1@aol.com or his phone 610 533 4969. And his Website – graysonschwepfinger.com.