Overcoming ObjectivesPresented by Chuck Schwambach

Overcoming Objections

We may experience this…

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

How to Handle Objections

EducateInformReassureIsolate emotional issues

Cause of Objections

FearSatisfactionMoney/value concerns

Fear

Types of Fear Objections

I’m not ready yetI’m too youngI’m too oldNot sure what to doI’ll miss my friends

Satisfaction

Types of Satisfaction Objections

I’ll never get sickI’ll never need nursing careI’ll always drive everywhereI’ll never need all those services

Money Value Objections

Monthly fees too highI have to sell my homeMy children are against thisI can get a better deal at Shadyhome Retirement Community

Key Items To Remember In Overcoming Objections

Establish trustEducate and informEstablish if objections is legitimate

breaking down the brick wallAsk for clarificationSoften objectionProvide empathy and understandingNever stop selling

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Closing

Assure you have the buy-inAssure all their questions are answeredAsk the tough questionsWatch the body languageDiscuss financesAssure you have explained the benefits to themAsk for check

Schedule subsequent appointment

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