I am not sure how to handle to handle objections from my senior clients!
post by Sam Collins
Face the reality! Yes, we will always have objections as long as we are in consultive sales, this is part of being a reverse mortgage professioanal. The trick is how to handle them and turn them into positives for your client and hopefully you.
Hear is a proven system that works for handling obejctions:
1. Hear them out.
Listen patiently and intently to your senior when they speak.
2. Feed the objection back to them.
Try to feed back the objection to see if the client will answer.
3. Question the objection with sincere interest.
Make sure you dig deep into the question by asking relative questions.
4. Answer the objection.
Don’t avoid answering the objection. Avoidance creates distrust and in senior marketing this is the path to failure.
5. Clarify the answer.
“Yes, I understand your concerns, but after explaining, I’m sure you feel more comfortable knowing the facts.
6. Change it up.
As soon as you have finished, move on to the next item in your presentation. A good way to move on is to use the, “by the way” lead in phrase.
As a reminder, you need to know your product, know the questions and answers and be ready to turn objections into opportunities to be a winner.
Remember, keep moving forward to stay ahead in reverse.
Tags: Lead, Objection, Proven System, Questions And Answers, reverse mortgage professionals, Senior Marketing