Once you have properly understood and evaluated the client's concern, you have moved to the solving stage. You need to train yourself mentally to believe that objections are good at this stage. I know that many of you are going to reread that sentence a few times and then decide that I am nuts. But the truth is that if the clients were not interested in what you have to offer, they would not be giving you objections. They would not bother if they were not interested in the home you showed them or interested in having you list their home for sale.
Objections truly are an opportunity to get a signed contract.
When a buyer or seller gives you an objection, he is presenting you an opportunity to close. All you have to do is get him a larger patio and you have made a sale. You must put your problem-solver hat on. If you solve his problem, then you get the opportunity to ask him to buy. If he gives you another objection, you get another opportunity to solve the problem and ask him to buy.