Editor’s Note: If you are in business for yourself, you better believe you are in sales-selling your services and yourself. In this piece, Carson-Dunlop, a premier provider of software and training services for home inspectors, offers tips for handling client objections and landing the order.

Selling Your Services and Yourself
By Carson-Dunlop

The following are a few approaches to handling objections.

One technique for handling virtually any objection is called the feel, felt, found technique. It goes like this: Your prospect (agent, manager, lender, homebuyer, lawyer) indicates that they don't want to use you because of objection ‘X.’ Your answer is, "I understand why you feel that way. Many of my repeat clients felt that way initially, too, but they found that ..." And here's where you explain some of the benefits that might convince the prospect to proceed.

This technique validates the objection rather than dismissing it. It also makes the client feel smart because others feel the same way. After you have told them that their concern is valid and shared by others, they relax a little. They then are more receptive to the solution, especially since it is presented as an indirect testimonial: "It's not me saying this, it's what other clients have found."

This technique has the benefit of being simple and you can use it for any objection.

If you have it at your fingertips, you can pull it out when you hear an objection you were not prepared for. At least you will have ten seconds to think of an answer.

Hot Button
A hot button is the one thing that is most important to your prospect. If you can identify your prospect's hot button, you're as good as there. For example, a real estate agent may lament to you that all she wants is for home inspectors to be "even keeled." She doesn’t care what problems are identified during the inspection, as long as the inspector keeps them in perspective. You now have your hot button.

 

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