Weekly Thought Starter #12: Handling Objections – The Basics & How to show your Enthusiasm!
Weekly Thought Starter #12:
March 20, 2017
“Success consists of going from failure to failure without loss of enthusiasm”
— Winston Churchill
AGENDA OF TODAY’S ‘THOUGHTS OF THE WEEK!’
- Handling objections – the basics
- Have and show your Enthusiasm
Lots of good comments about last week’s “How to find investors ‘ piece. Thanks, all feedback is welcome.
HANDLE OBJECTIONS – THE BASICS
We often talk about negotiation ‘tactics. The reason? In life we do not get what we want, we get what we negotiate. We have a variety of systems that we tach at the REAW, but here is a brief review of some general principles.
We have two ears and one mouth for a reason! When you feel the urge to jump in … Stop! Do not try to jump in at the beginning – this may cause further objection. When you interrupt them, you are objecting to their objection. Use active listening methods, nodding and physically showing interest.
They are trying to tell you something that will help you sell to them, which is a gift from them to you!
Questions, questions, questions. Ask questions. This not only shows you are interested in them, but it also gives you more information guiding you into how to proceed. As you question them, watch carefully for body language that gives you more information about what they are thinking and feeling.
Remember that this is not an interrogation, and that giving them the ‘third degree’ will turn them off. So keep your questions light and relevant.
Now before you dive into objection-handling, think! What methods will work best with them? The empathy approach? A direct and confrontational approach or should you use the soft-soap to finesse the situation? Thinking is a good thing where you are adding a little pause into the proceedings, thus demonstrating how you are taking their objection seriously.
This stage may sometimes only be a few seconds after they object or it may require more time in the previous three steps. Now, when you are ready, use the objection-handling method that you believe will work best. Or make up your own. You are under no obligation to try and force-fit a method where it is unlikely to work.
Finally, check to find out whether your objection-handling worked! Ask if you have answered their question. Ask if there are any more concerns. As necessary, handle outstanding objections. Then go for the close.
Above all have and show your ENTHUSIASM!
“Knowledge is power, but enthusiasm pulls the switch.” – Ivern Ball
“The world belongs to the enthusiast who keeps cool.”– William McFee
LIVE LIFE LARGE
Ralph and Ozzie
1) PLEASE NOTE: Your next exciting meeting is Monday, April 10th, 2017 at 6:30 PM (sharp!). The meeting will be at: The Vancouver Alpen Club, 4875 Victoria Drive, Vancouver. If you are bringing a guest, please e-mail email@example.com.
2) NEXT ACTION PLAN/GOAL SETTING MEETINGS:
Next Action Plan Meeting is April 10th, 2017 at 5:30 (Alpen House before the monthly meeting).
Action plan meetings are the foundation of your REAG membership. At these informal meetings, there are no wrong answers. Groups of approximately 10 members share their goals and develop specific 3- day “action plans” to bring them to reality. Earl Nightingale said, “Success is the progressive realization of a worthwhile goal”. At the action plan meetings, we celebrate small successes and acknowledge everyone’s progress. The idea is to keep focused on a monthly basis and get into action. It’s all part of the process of “growing into your future best”. Sign up today!
For Action Plan meetings registration go to: https://www.reag.ca/events/categories/action-plan-meeting/
Action Plan meeting participants are seeing great success! Try attending the next one!
3) make sure to explore all the new and exciting features at www.reag.ca
Take a look at your own private member section. Create your own team, post your deals with photos, and respond to other deals directly with the posting member. Use it! We developed it with YOU in mind. Feedback is welcome and appreciated.
4) Don’t forget to use the DEALS section
You will find it on our website at https://www.reag.ca/forum/hot-deals/ as a place to post for your deals. If you haven’t used it, TRY IT! It is so simple to submit. You are able to include photos of the property as well as all the details directly to other REAG members.
5) SUBMIT YOUR GOOD DEALS TO OZZIE AND RALPH
He is always looking for great deals to be featured in his Hot Properties section of the Facts by E-mail, as well as potentially on Michael Campbell’s CKNW Radio Show. You get exposure to thousands of investors! Send your deals to Ozzie no later than Friday at noon for inclusion in the following week.
6) SOCIAL MEDIA
If you are on Facebook, Twitter, or LinkedIn, make sure to check out our REAG page and “like it” for updates on members, activities, and Real Estate updates!
Ozzie and Ralph are also on Facebook, Twitter, LinkedIn and Instagram! Make sure you send them a friend request!
7) Get your REAG membership FREE
Remember that you get 2 free months for every friend you introduce who signs up for REAG! So, if you introduce 6 friends…your year is free! Your guests can attend a monthly meeting preview ONCE ONLY and you must register their name, e-mail and phone number with Max (firstname.lastname@example.org) before the meeting.
8) Elevator speeches
If you have an accompanying PowerPoint presentation, you must send it to us at least 24 hours before the monthly meetings! Try cutting down to 3 slides! We cannot guarantee PowerPoint presentations will be available if they are sent to us less than 24 hours in advance.
9) Submit your offers!
Don’t forget to submit your offers at each meeting to be entered into our Wine Bottle Draw!
They must be real offers, not chicken scratches on a piece of paper. They do not have to have been accepted offers, the idea is to MAKE OFFERS. Show and tell and win!