Are you ready to handle the  objections and bring on the truth?
post by Sam Collins

Yesterday, we discussed the essence of attacking objections head on.   After accepting that objections are a good thing, our next goal was to list them out and make copious notes as our senior clients reveals their inner feelings and objections.  Now that we have identified and listed  the objections , we want to make sure we get the answers.  What next?  You now know what they say and what you should say!

Our next step is practice and rehearsal.  You may think you don’t need rehearsal.  The idea of rehearsal sounds silly, but here’s the point.  Rehearsal makes it possible for you not to sound silly.  The techniques of knowing what you say before you say it is a proven technique that works, just ask a lawyer.

Answering objections and the responses will lead you to a smooth and confident close.  When you are sitting in front of your senior client, you can’t start reading a response.  You must know what to say to those objections, then you can move on to the close.  Quite often an objection is your open window to a close.

Here is an example:
I took a reverse mortgage application today!  I knew before I arrived at my appointment  the question of closing costs was going to come up, if not spoken, then thought by my client.   Wouldn’t you know, after establishing an initial comfort level and rapport  with the client,  I asked them if  they had any questions.  The very first question was, “why are the closing costs for a reverse mortgage so high?”   I knew it was coming, and guess what, I had the answer.

My  answer to the objection rolled out smooth and confidently.  I knew what to say and how to say it.   Guess what?  The objection to closing costs was quickly dismantled.  I knew this was a sign of real interest on my clients part and I was on my way to proceeding forth, answering the question without hiding from the elephant in the room.  My credibility quotient and trust factor shot through the roof.

Here a couple of suggestion for you to be ready for the objections:

• Write down the exact words you will use when answering an objection.
• Practice answering the objection until it becomes natural.
• Drill yourself (use a recorder) and listen how you sound and come off with your response.
• Rehearse using a friend as your sounding board. Create a lifelike situation and see what they think about your response.

Next thing, just do it.  It’s that simple.  Prepare yourself to be professional and be prepared to earn the  professional income you deserve.

Remember, keep moving forward to stay ahead in reverse.

Join us next week  Tues for our next workshop.
Go to this link to register