Metamorphosis Consulting, Inc.

Management Consulting Firm

2016 SALESMANSHIP: If It Doesn’t Make Sense, Just Ignore It

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2016 SALESMANSHIP
If It Doesn’t Make Sense, Just Ignore It

Most agents occasionally find themselves in a position of making a truthful observation that is contested by their client. This is very common especially during negotiations. Emotions can run high and buyers and sellers will say things to vent frustration.

Many times, these statements are made out of frustration, or sometimes just as a strategy to motivate an agent to try as hard as they can. In either case, a good rule of thumb to follow: “If it doesn’t make sense, or possibly even sounds stupid, just ignore the statement and respond as if the statement wasn’t made.”

Here are some examples of how to handle the following:

  1. “I’m not paying a penny more for this house.”
    • “If we increase the offer by a small amount, you can show the seller that you’re serious about wanting the home, but also serious about not paying more.”
  2. “If they don’t want to accept my offer, I’ll just find another property to buy.”
    • “It will be interesting to see how they respond to your offer. You could really be close to owning your ideal home.”
  3. “I would rather give it away before I sell it for that price.”
    • “Let’s take a look at what the benefits of taking this offer may be, and compare them to the drawbacks of waiting in the hopes of getting another offer.”
  4. “If you bring me an offer that doesn’t have a 5 in front of it, I’ll find another agent.”
    • “My job as your advisor is to explore all possible options and be sure we cast a wide net to determine the best possible outcome for you. As your advisor, I respect the fact that the decisions must be yours.”

This non-confrontational approach can be very effective. It shows your clients that you respect their view and gives them the opportunity to vent frustration. In addition, you as the agent, show strength and retain control of the situation. This can be very settling to the situation. Remember that in emotionally charged situations, your client’s emotions will mimic your own. Be a calming influence. Using the “Ignoring the objection”, close, in conjunction with “spaced repetition” can be a very powerful tool to closing the deal.