Real Estate Concerns: “We wanted another bedroom.”

Real estate agent with coupleWhat do you say when you hear this one? “The home is very nice, but we  really wanted another bedroom.”

When they say this, what does it really tell you? They don’t need that extra room. They were really hoping for it, but the odds are good, since you did a good job of qualifying that both you and they know they can’t afford a home with that extra bedroom.

Your job now is one of asking questions to help them gain a more realistic view of their situation. Try these words, “John and Mary, I know when we first talked you were hoping to find a home in this neighborhood where you could possibly have an extra bedroom. Knowing inventory the way I do, I’m afraid there just isn’t one available in your price range. If you’re open to considering a different neighborhood, or school district for the children, I might be able to find a nice home with the extra bedroom. I would be happy to research that for you, but have to ask, what will you base your final decision on: having that extra bedroom or having your children attend the schools you (and they) prefer?”

In most cases, the quality of the children’s education will far outweigh having that extra room that they were “hoping” for. Of course, if you work in an area with an open enrollment, perhaps the parents would be happy to drive their children to the better schools and live a little farther away in order to have that extra room. [Read more…]

What to Say When You Hear “I want to think it over”

If you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” Why do they say it so often? Because with average salespeople it works. It stops them dead in their tracks.

But, I know that you don’t want to be average. You have set your sights on being a champion salesperson. Your aim is to serve more clients than the average salesperson. So, you learn and prepare yourself to overcome the most common objections.

So, let me give you the answer you’ve been waiting for. Whenever you hear a buyer say, “I want to think it over,” “We’ll sleep on it,” or “We’ll get back to you,” it’s very likely that they like what you’re offering and are feeling compelled to own it. These stalls are just their way of slowing down that buying momentum because they’re a little afraid to part with their hard-earned money. [Read more…]

Selling Real Estate When They Want to See More Homes

It’s bound to happen. You’ll have buyers who are so afraid of making a bad decision that they’ll want to see every home that comes close to meeting their criteria. If you don’t know how to handle this concern, you’ll waste hours of your time and theirs. As a real estate professional, you need to know how to control the sale. You do this by understanding their fears, having empathy for them, and being the expert advisor. Once they learn to rely on your advice, those fears about missing out on the perfect home will dissipate greatly. [Read more…]

Dealing with the Competition

We are in some very competitive times. People are hesitant to make buying decisions so businesses are making previously unheard of offers to get whatever slice of the market pie they can. If any of your clients tell you they’re considering doing business with the competition, you need to be prepared.

If you’re at the top of your game, you constantly act as if each and every client may consider making a change at any time. In other words: If you want to keep them as clients, treat them like gold. If you do, they’ll find it difficult to part with you and your high level of service even if the competition comes in with a better offer on a similar product.

If you’re prepared to hear an inkling of change, you’ll come across like the true expert you are rather than someone scrambling to keep their business. You’ll want to fight a clean fight with the competition, but never give up a client without a fight! [Read more…]

Overcoming the Word “No”

Everyone sells, one way or another. As parents, we sell our children on our belief systems and our values. In courtship, we sell ourselves to our prospective partners. At work, we sell ourselves every day to our employers and our co-workers.

However, there’s something keeping us from doing the best job of selling in every situation. It’s the fear of rejection. And, rejection most often comes in the shape of one of the smallest words in the English language–“no.” Isn’t it amazing how such a small word can have such a huge impact on us? [Read more…]

Objections as Hurdles

Objections are not meant to stop you in your tracks. While you may envision them as brick walls, learn to see yourself hurdling over them. When you really want what’s on the other side (like a closed transaction), you’ll do everything in your power to jump over, tunnel under or take down any walls brick by brick to get there.

Objections are nothing more than your potential client asking you to slow down, clarify a point or educate them better before asking them to make a decision. In many cases a brief summary recap of what you have covered thus far is enough.

In other cases the client will raise a new question or provide you with new information that requires more time and attention. Either way, the sale is still moving forward. It hasn’t been completely blocked. People just won’t waste their time objecting to something they aren’t feeling motivated to own.

Your job is to keep them emotionally involved in the benefits they’ll receive from your product or service. Once they own it emotionally, they (and you) will find plenty of reasons to rationalize the final ownership decision.


This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (

Closing Strategy, Put the Shoe on Their Foot

This close can be used when you meet someone who either does not like you or does not like salespeople in general.

Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you’ve been treated and you found out, what would you do?”

Be patient and let them tell you what they’d do. Then, if appropriate, say:

“That’s just about what happened in this situation. By the way, it’s now my job to show you how professional our company is. And, do you know, when I meet someone like you that’s unhappy with a person in our company, it represents a challenge to me. I’d like to give you such special service. Could I just keep in touch with you over the next 20 years?”

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (



Uncover Other Options Early

When you’re with a potential new client, it’s wise to know where they’re coming from. Do your best to uncover any other companies or products they’ve investigated before talking with you.

Hopefully, you’re on top of your game and know the features and benefits of your top competitor’s products and how they compare to your own. It’s wonderful when you can compare and contrast your product to that of another company, in effect, allowing your client to ‘shop around’ right there with you rather than going off to talk with a salesperson at another business.

True professionals are not afraid of other companies in the industry. They’re prepared to deal with them. Potential clients will find this approach novel and refreshing as long as you come across truly interested in their best interests…never slamming the competition.

If you’re the expert on the competitor’s products you save the client the mental energy of trying to compare products in their minds while you rattle off the features and options of yours. This tack puts you strongly in the position of being a consultant or expert advisor…someone they can talk openly with about their thoughts on the competition.

Once you know what other product or service they’re considering, you can customize your presentation, highlighting the key elements they’re interested in. When a salesperson responds properly and non-defensively about a competitor’s product, the client will be impressed with both your professionalism and confidence in your own product. This goes a long way toward building your sales volume and referral business.

Learn more on this topic.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (

Overcoming the “It costs too much” Sales Objection

If you’ve been in business longer than a week, you’ve probably heard this objection from at least one potential new client: “It just costs too much.” Or, you might have heard it in this way, “I’m really interested but I think I can get it cheaper somewhere else.”

Everyone wants a bargain, but not everyone really believes they can get your product somewhere else for less. And, many who use this line will never invest the time required to shop around for a better price anyway. So, how do you handle this situation? [Read more…]

When Buyers Hesitate

You’ve just invested the last 30 minutes of your day with someone who truly needs your product or service. You feel like you’re on a roll. That your product is truly good for them and they can afford it.

It began when they explained what they were looking for when you first met. They answered all of your questions about their more specific needs. They listened intently to your explanations, watched your demonstration carefully, handled the product, selected colors or sizes that would work for them. Basically, they seemed very involved and moving toward the purchase. Then, the brakes went on. They just stopped. Then, they started hedging, asking questions you had already answered and physically backing away either by sitting back in their chair, crossing their arms or literally leaning or stepping slightly backwards.

What happened? [Read more…]