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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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Presented by chuck schwambach

Presented by Chuck Schwambach

Overcoming Objectives


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