The Art of Handling Objections
Автор: Strateggia Consultores
Загружено: 2026-03-08
Просмотров: 3
Описание:
The Art of Handling Objections
Knowledge C12 - Strategies and Causes
Hook: Afraid of objections? In real estate, an objection is actually a closing opportunity! 💡🏠
Body: According to standard EC 0110.02, every objection is related to an unmet need of the client.
Causes and Examples:
Price: "It's too expensive." (Cause: They do not perceive the value or it exceeds their budget). What to do: Highlight the added value and unique finishes.
Location: "It's far from my work." (Cause: Need for time). What to do: Mention alternative routes or future road projects.
Pro Protocol: The advisor should analyze the concern with empathy and remember that every objection has a solution. Do not argue, advise!
Transition: Once the doubts are resolved, it's time to show the property. Let's move on to step 2!
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