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Q&A

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Questions & Answers

Questions & Answers


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Transcript

  • 1. QUESTIONS & ANSWERS
  • 2. Most Common Buyer Objections
  • 3. 1. “We don't feel this is the right time to buy!”
    • I understand ...There's never a “perfect time' to buy a house....let me ask you...what specifically is stopping you from making the decision to buy this house?
    • Mr/Mrs/Ms buyer.. you told me you wanted(x) ....correct?
    • You also said you wanted (y)...is that right?
  • 4. 1. “We don't feel this is the right time to buy!”
      • Is it the price?
      • Is it the monthly payment?
      • Is it the house?
      • Based on that...let's do the right thing... and BUY THIS HOUSE...it starts with a signature.
  • 5. 2. “The area is too new”
    • I can appreciate that...of course you realize this gives you a chance to gain much of the appreciation that newer homes often experience....does that make sense? Great!
    • Do you have any other concerns?
  • 6. 3. “The area is too old”
    • I can appreciate that...and the advantage of that is you're seeing the area in its most developed stages....does that make sense? Great! On the flip side...would you be willing to pay more for a newer area?
  • 7. 4. “I don't like the neighbourhood”
    • I understand...many times we find the house we've always wanted in a neighbourhood that's not totally appropriate... In this particular case, are you prepared to pay (thousands)more when we find the same house in a nicer area? Great!?
  • 8. 5. “The house is run down”
    • I hear what you're saying....and...this house does offer you a chance to add your own personal touches. Would it be better for you to pay a higher price for a more complete house or just re-do this one to meet your specific needs? Great!
  • 9. 6. “The compound is too small”
    • I agree...and let me ask you...what 's more important....the right size compound...or the right home? Great! Obviously....this size compound will be easier to maintain...correct?
    • Is that something you and your family would want?
  • 10. 7. “The compound is too big”
    • I agree...and let me ask you...what 's more important....the right size compound...or the right home? Great! Obviously....a larger compound offers you a lot more privacy correct ?
    • Is that something you and your family would want?
  • 11. 8. “The interest rate is too high”
    • I understand what you 're saying...and let me ask you...are you aware your interest is tax deductible? Terrific! Would you like to speak with our bank officer to discuss this more in-depth?
  • 12. 9. “The price is too high”
    • I can appreciate that...realistically what price would you like to pay for the house?Mr/Mrs buyer we can submit the offer...and we should expect a counter offer from the vendor....do you absolutely want to buy this house?
  • 13. 10. “The price is too high”
    • Mr/Mrs buyer, I understand exactly how you feel. Others felt the same way when we first spoke to them. But after seeing the house, they found they got so much more in value even though they have to pay a little more than they had expected to.
  • 14. 11. “The payments are too high”
    • I can appreciate that...and how much did you originally plan to spend monthly? Mr/Mrs buyer let's look at what you like best about this house...then decide if the extra($) is worthwhile....okay? So...what did you like best?
  • 15. 12. “We want to think it over”
    • I agree...this is a big decision isn't it? So...let me ask you...do you want to buy a new house? Great! How soon would you like to move it! Terrific! So let's do the right thing and start making the offer ....OK?
  • 16. 13. “My parent must see it first”
    • Great idea...I agree it's important to get your parent approval. Will they be living with you or making part of the monthly payment? Then there are two ways to go with this...One, we make this offer subject to your parent approval....or two...Surprise them and show them the decision has already been made...which way should we go?
  • 17. 14. “Just tell me your best price”
    • Mr/Mrs buyer, is price your only concern? Are you going to make a buying decision on something as important as this solely on the basis of the cheapest price? I know price is important to you but so are the quality and potential of the house and follow-up service.
  • 18. 16. “Just tell me your best price”
    • We may not be able to give you the the lowest price but we can give you the very best deal on the market today of which price is only a part. How does that sound to you?
  • 19. The End
  • 20. Thank You!

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