Addressing objections

CLOSING
• Closing is helping prospects
make a positive decision to the
next step in the BASED on
WHAT WE KNOW ABOUT
THEM

© 2012 Bild & Company

CLOSING – MAKE IT EASY
• Closing should be a natural part,
and the easiest part of the sales
process. The more discovery and
needs identification and matching
we do on the FRONT end (Inquiry
Process, Visit Planning, etc.), the
more successful the closing
process will be. The
CONNECTION must begin from
the very beginning and continue
as you move forward.

VALUE THRESHOLD
Value outweighing pain


DON’T LEAVE ME
HANGING…
• Not closing is like…
– Not finishing a book
– Leaving the suspenseful movie ¾ of
the way through
– Or, as Beyonce might say…


PUT A RING ON IT!


LINE IN THE SAND
• Ever try and FORCE someone to do
something?
• Try and CONVINCE an adult to see
things your way when they’ve drawn a
line in the sand?


CLOSING SYSTEM
• RECAP to BILD value
(Based on what you told me…”,) Here is
your opportunity to help them focus on
the POSITIVES!!!!!!

• State the next step (this is a
statement)
“So really the next step is…” or “My
suggestion is that you…” or “Let’s
go ahead and …”
• Offer choice of two options-with
confidence!


MOST COMMON
OBJECTIONS


TOUGHEST OBJECTIONS


CLOSING ROLE PLAYS
• Not ready yet
– Just starting our search
– Can’t convince parent/spouse
– Want to wait until after the
holidays/winter, etc.
– Too young
– Too much stuff
– Can’t sell house
– Want to wait until market improves


CLOSING ROLE PLAYS-
Requested Scenarios
• What? The price is ridiculous!
• Not ready to make a move
• Your building is old/outdated –
showers/bathtubs
• The apartment is in undesirable
location/washer/dryer hook ups, style
not available, undesirable view
• Inquiry calling is not POA
• Too expensive
• Adult Children don’t see the value


CLOSING TIPS
Identify with prospect:

1. LISTEN
1.Speak their language (So if I hear
you correctly)
2.Remember, it’s THEIR sense of
urgency – not yours


REMEMBER
1.What is important to them?
1.What is most important regarding a
community/lifestyle?
2.What will be the deciding factor?
3.How do you compare with other
options?


COMMON MISSTEPS
Going for the close too soon
1.The visit before value is built
1.How can visit be planned???
2.Showing/focusing on
apartment before value of
living in your community is
built
3.Little to no re-capping


COMMON MISSTEPS
4. Recapping only including “it sounds like
the next step is to chose the
apartment…”
5. Focusing on closing to the move only as
the next step
- What is logical next step to help move
the sale forward to the ultimate goal of
the deposit and move in? What
support information/tools do you have
to support the next step? What is
helpful for you when you aren’t ready
to make a decision? What do you
need?

CONFUSING YOUR SENSE
OF URGENCY WITH
THEIRS
(STRATEGIC CLOSING WORKSHEET)

1. Why did they inquire? What do
they truly need/want
2.What is most important to them?
3.What is deciding factor
4.How do you compare to other
options?


ON A SCALE OF 1-
10, HOW WOULD YOU
RATE YOUR CLOSING
RATIO?

• What needs to happen to make it a 10?


STAY IN TOUCH!
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Addressing objections

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