How should builders deal with objections?

Helping your sales team deal with objections from clients will help you close the sale.

If your sales consultant is at the closing stage and they have an understanding of common objections, they can help answer the client’s objection at the time, helping to ease their mind, build rapport, and simultaneously close the sale.

Too often we see clients leaving a meeting with a new homes consultant saying

“let me know when you decide”, or the client taking control of the situation by saying

“don’t call us, we will call you”.

There are a lot of reasons why this happens, and the biggest one is not building enough trust and rapport. I’m a big believer that if you have trust with your client, you can ask them anything.

Building trust and rapport with your client will make the decision of building their new home with you a much easier one for them to make.

Almost 90% of clients will have an objection of some sort, so it is important that your sales consultants understand how to handle their query. In order to do this, we must UNDERSTAND the objection.

An objection is looked at in two ways:

  • Objection equals a challenge to a consultant, which means the new homes consultant needs to find a solution
  • A client’s objection really means “Please reassure me and help me feel that building a home with you is the right decision”.

Once we understand the objections and understand what the client really wants, we can give them solutions and reassurances to help close the sale.

Spectrum Coach works closely with your sales team, coaching consultants in ways in which they can constructively manage objections, helping to build rapport and put the clients mind at ease at the same time.

What are some of the common objections you hear, and how do you deal with them?

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