“Would you like to hold the apartment?”
- “I have to think about it”
- “The kitchen is old and small”
- “It’s a little above our budget”
It can be the most uncomfortable moment in the sales process. But it is also an opportunity!
Remember, when they say they do not like something about the apartment or community, they are really saying they like everything else except that one quality. That is a 90% score.
Agree with your prospects, and then overcome their objections by showing them the value they are not seeing in the objection they are stating.
One example of an objection is the following:
“I agree that our community is at the higher end of your budget, but an apartment home is not just about having the lowest price. It’s about what you’re getting for your money! You liked all the features and benefits I showed you and above all the location is 5 minutes from your job. The difference between your budget and our rent is one or two evenings out for dinner each month. You’ll enjoy that short commute twice every day!”
Tell us about an objection that you have experienced and how you would overcome it.
- Team Sweden (Tim Bostrom's Team)
At Emerson Place price is a common objection. It is important to point out the features that are not easy to see - online bill payment, 24/7 maintenance, Facebook games, great available customer service, and others. As Team Sweden mentioned, now a day location is huge, especially when it will save the prospect gas money. Who doesn't want a short commute?
ReplyDeleteA smaller objection we sometime get is that we don't have any balconies or individual patios. We overcome this objection by showing our outside grilling/patio area. We also point out that this area allows them to get to know their neighbors.
-Emerson Place (Team Canada)
With price being an objection in the expamle here you could also tell them the savings they would have in gas may bring the price closer to the middle of their budgeted price.Just another reason to love your property!
ReplyDeleteNSSS (Team Sweden)
At Greenwich Place we have entertainment centers with gas fire places underneath them that take up almost an entire wall. Some people would love this right way but we get many complaints that it takes up too much space. We overcome this objection by explaining the benefit of not needing to buy an entertainment center, saving them money. The fire place is aesthetically pleasing and brings certain warmth to the room. After placing furniture in the room with them they are very excited about this room.
ReplyDeleteWhen a customer throws out an objection I get excited! Objections let me know that they are really thinking about moving in. We are trained from a very early age not to spend a lot of money, especially in today’s economy. We begin think of reasons why we should not buy things we really want. Objections are just buying signals. When a customer gives us one they are saying you need to sell me a little bit more to make me comfortable about spending this money.
ReplyDeleteHere are Odenton Station our biggest objection right now is that we have nothing to show a customer except pictures. While they may not lease right then, I know that they will be back, because they want to say yes.
The Village at Odenton Station - Kenya