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Overcoming Objectives

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Presented by Chuck Schwambach. Overcoming Objectives. Overcoming Objections. W e may experience this… “Did you see those prices? I thought this was a not-for-profit community!”. How to Handle Objections. Educate Inform Reassure Isolate emotional issues. Cause of Objections. Fear

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Presentation Transcript
overcoming objections
Overcoming Objections

We may experience this…

“Did you see those prices? I thought this was a not-for-profit community!”

how to handle objections
How to Handle Objections
  • Educate
  • Inform
  • Reassure
  • Isolate emotional issues
cause of objections
Cause of Objections
  • Fear
  • Satisfaction
  • Money/value concerns
types of fear objections
Types of Fear Objections
  • I’m not ready yet
  • I’m too young
  • I’m too old
  • Not sure what to do
  • I’ll miss my friends
types of satisfaction objections
Types of Satisfaction Objections
  • I’ll never get sick
  • I’ll never need nursing care
  • I’ll always drive everywhere
  • I’ll never need all those services
money value objections
Money Value Objections
  • Monthly fees too high
  • I have to sell my home
  • My children are against this
  • I can get a better deal at Shadyhome Retirement Community
key items to remember in overcoming objections
Key Items To Remember In Overcoming Objections
  • Establish trust
  • Educate and inform
  • Establish if objections is legitimate
    • breaking down the brick wall
  • Ask for clarification
  • Soften objection
  • Provide empathy and understanding
  • Never stop selling
closing
Closing
  • Assure you have the buy-in
  • Assure all their questions are answered
  • Ask the tough questions
  • Watch the body language
  • Discuss finances
  • Assure you have explained the benefits to them
  • Ask for check
    • Schedule subsequent appointment
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