by Christy Crouch
Rejection and objection are two of the scariest things salespeople face. Read this article to discover ways of overcoming this and removing the obstacle that sits between you and success.
Rejection and objection are two of the most powerful words for salespeople of any industry. It’s our biggest fear. What if they say no? What if they don’t like me? What if they give me a bunch of objections? What if they hang up on me? What if they choose a different Realtor?
What if? What if? What if? We can ask ourselves this question over and over and continue getting all kinds of different answers. My agents ask me many times, why do you call expired’s and fsbo’s all the time? Isn’t it scary and what do you say? What if this and what if that.
My answer I heard on a movie the other night, Why not? Why not call them? Why not learn to speak and communicate confidently and powerfully. Why not learn how to answer their questions and objections like a professional should be able to do?
Why not be the agent the FSBO’s are looking for? Why not be the agent that can actually get the home sold the next time around for the expired? Why not have courage to face and step over the fear of making sales calls? Why not do what others are unwilling to do so you can have what others don’t? Instead of asking why, ask why not?
In coaching agents and being an agent myself for the last 23+ years, I have found handling objections, and dealing with rejection, to be the two most difficult things we face as agents. Learning to powerfully and confidently handle the objections will allow you to do more deals with more satisfied clients. You know, the objections we face don’t change. There are only so many that come up.
Learning what they are, and how to handle them is one of the biggest keys to your success! Make a list of the most common objections you face and come up with logical, strong, confident answers, and then practice presenting them. Create some scripts for making phone calls to people to ask them if you can be of support to them with buying and selling homes. Then practice making the phone calls.
You can make your own or if you’d like, visit my website at www.yourethedifferene.com and you can purchase our book, Now What Do I Say, a collection of more than 400 answers to over 70 of the most common questions and objections we face. I also have my scripts audio program available which reveals exactly what I say when calling expired listings, fsbo’s, just listed, just sold, past clients, sphere of influence, ad/sign calls, and pre qualifying the seller before a listing appointment.
Rejection is something that is hard for many of us to accept and deal with. If you can learn to let it roll off your back and to go through whatever cycle you go through when faced with rejection faster, you will undoubtedly do more business! You can’t avoid rejection in life, so you might as well learn to accept it. Realize that whatever occurs for you around rejection is only in your mind.
The reality is that you are still living, breathing and okay. Nothing for you has really physically changed after rejection. What’s more important to remember is in most cases, the person rejecting us isn’t even really rejecting us personally. They simply don’t need our services at this time or we’ve caught them at a bad time.
Not taking it personally is critical to doing more business.
I literally prospect on the phones two to three hours every single day and have consistently for the last 15 years. Believe me I’ve faced rejection time and time again. I have chosen to accept rejection as part of what is necessary to grow my business.
There is MONEY between you and rejection. Let go of believing that rejection hurts you and watch more money come your way! We all know that it takes risk to do anything great. One of the biggest risks we face in really growing our business is being rejected. If you want to just sit in the office or an open house and wait for the clients to come to you, then you don’t have to face much resistance and likely won’t do a whole lot of business if this is all you choose to do.
On the other hand, if you’re someone who is looking to really do more deals, you have to be willing to put yourself on the line. You have to be willing to go out and find, and ASK for the business. Accept that doing this will create some rejection for you and just allow for it. Top salespeople in most industries have to go out and make sales calls either on the phone or in person daily to make decent money or to even keep their job in many cases.
I challenge you to investigate this yourself. Talk to top salespeople in this business, as well as others and ask them how they got to be so successful. I bet you’ll find that most of them go out every day to find and create new business, at least the highly successful ones do. How often each day do you go out and find new business? Lets face it there are only a couple ways to make it in this business.
You can buy it, wait for it, or find it, right? The trouble with buying it is that it costs A LOT of money to buy the business. Waiting for it isn’t something you can count on, plan for, or do again and again, it’s just a by chance kind of thing. So it makes really good business sense to go out and find and create it, doesn’t it? The key is to be prepared. Don’t be caught off guard and taken out of your game just because the client objects.
Objections are part of getting more contracts signed. As my partner Scott always says, the client wouldn’t object unless they were considering doing business with you. So, get excited when you are faced with an objection. Being prepared takes practice and dedication. If you want to be able to respond to the clients questions and objections powerfully and confidently then wouldn’t it be a good idea to role play and practice your response?
Professionals from all walks practice, role play, and rehearse. But for some reason as real estate agents we feel that doesn’t apply to us. I’ve never understood that. We are handling what is in most cases our client’s largest single investment and they are paying us a TON of money to represent them and show up like a true professional should. Think about how much time you put into preparing, practicing and rehearsing your business.
This is a very small thing that can make a HUGE difference in your business. Many times agents ask me how I sell so many homes a year and it’s the small things like this that I choose to do that most agents don’t that makes the difference.
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