Many agents treat objections the same way that a deer treats oncoming traffic. They are frozen in terror, and move only at the last second before the buyer or seller runs them over. Often agents will view an objection as a big wall between them and the sale, a wall so tall that they can see no way around, over, under, or through. An unskilled salesperson fears hearing an objection, but a great salesperson views objections as opportunities. Your mental approach to an objection will determine your success or failure.
Most agents dread hearing an objection, but most objections result from one of two situations.
The other occurrence of objections is because your presentation was not good enough. You did not convey the confidence that you are the person for the seller to hire for the sale of his home. You did not make a convincing enough presentation for the buyer to purchase the home you showed him. The clients desire to work with you is a natural ending to a good presentation. If the presentation is weak, the objections will flow like a river.