Question

Okay? First of all ... that is not the real objection ... they are just saying to you ...

""We don't see why we should pay you money to sell our home ... that's why you should leave.""
So, what we need to do is flush out the real objection.
Use the ""What specifically causes you to believe"" but, only if you are in good rapport, otherwise it might be a little too strong ...
For a less direct version that will still flush out the real objection try something like this ...
""You know ... I can appreciate the fact that you want another opinion, and the fact that I was told that I would be the last agent interviewed only tells me one thing ...
""Do you want to know what it is?"" (Yes)
""Somewhere, somehow, I have not completely convinced you that I can sell your home. So tell me ...
""What is it, specifically, that is stopping you from signing the listing contract with me tonight?""
Now, you're going to get the real objection and you can use one of the patterns I taught you to handle it ...
Top Agent Alternative:
""I can appreciate that before we met today that you set up another appointment with another realtor. I'm sure you will agree that my qualifications will be tough to beat. I'll be happy to call the other agent, cancel your appointment and it will be one less delay in getting your home sold.""
Top Agent Alternative:
""Agents work together. I will call __________ and tell him/her your home is listed and they can bring their buyers anytime."" Here's another objection for those of you trying to convert your real estate business into a real business. Which means you are asking your prospects to come into the office for appointments.
What strategy is suggested to uncover the real objection when the client expresses a desire for another opinion?
A) "I can appreciate that before we met today that you set up another appointment with another realtor. I'm sure you will agree that my qualifications will be tough to beat. I'll be happy to call the other agent, cancel your appointment and it will be one less delay in getting your home sold."
B) "You know... I can appreciate the fact that you want another opinion, and the fact that I was told that I would be the last agent interviewed only tells me one thing... Do you want to know what it is?"
C) "You have 24 hours to let them know you're listed. Call them. They do or they don't."
D) "Agents work together. I will call __________ and tell him/her your home is listed and they can bring their buyers anytime.

Answer 1

To uncover the real objection from a client wanting another opinion, the suggested strategy is to show understanding and then prompt the client to reveal their concerns with a question designed to lead to deeper discussion, as illustrated in option B.

Step-by-step explanation:

The strategy suggested to uncover the real objection when a client expresses a desire for another opinion is articulated in option B. This approach involves empathy and a tease, prompting the client to express their true concerns. By stating, "You know... I can appreciate the fact that you want another opinion, and the fact that I was told that I would be the last agent interviewed only tells me one thing... Do you want to know what it is?" the salesperson sets the stage for a more in-depth discussion.

It directs the conversation more towards the concerns of the clients and invites them to share what might be holding them back from signing the contract. This method offers a less confrontational and more rapport-building technique to encourage the client to open up about their true reservations.