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It is a classic scenario: You have searched long and hard to find a prospective client and you finally have one on the phone. “We desperately want to buy a house,” they say. Excited, you press in to get a commitment to start the process.
Suddenly, they throw up a roadblock. “Actually, we think interest rates are too high right now, and so we’ll have to wait until they come down.” As you start dealing with this comment, they lob in another objection; “And prices are way too high as well.”
Scrambling, you begin countering this second objection when they erect another wall: “And all our friends think the market is going to crash, so it doesn’t make sense to buy right now, don’t you agree?”
Life is full of objections
Simply put, an objection is any concern someone raises in response to an action you want them to take. If the desired action is to sell a client a home, then any barrier they erect to that purchase is an objection that will need to be overcome to proceed to a sale.
The question is never, “Will I encounter objections?” but rather, “How do I deal with objections when they arise?” As an example, parents deal with objections all day long every day.
- “I don’t want to clean my room.”
- “I’m not eating this.”
- “Why do I have to be in by 10:00 p.m.?”
- “Why can’t I have that $300 pair of shoes – everyone else has them?”
With every objection, the parent has a choice: Respond with their gut — often incorrectly — or take the time to learn effective responses that will help nurture the child in a positive direction. As a parent of six kids, more often than not my response was off the top of my head and fell into the “totally ineffective response” category.
The good news with parenting is that our…