How to Handle Objections by Dirk Zeller Objections are really pretty simple. They can be broken down into two parts. As an agent, the more proficient you are at approaching each of these parts, the more successful you will be.
Objections can be like a landmine.
If an agent makes a mistake on the first part, they blow up, and lose any opportunity to be successful in the end. The way to sidestep this landmine is to be focused enough to understand the concerns of the clients or prospects. Listen When you get an objection from buyers or sellers, make sure that you hear clearly what they are saying. If you interpret the objection wrongly, the answer you give, no matter how eloquent, will not be sufficient to overcome their area of concern. Here is a technique that can turn objections into dollars.