What's your strategy for handling objections after a verbal agreement?

There are many factors which can cause an objection after a verbal agreement has been reached. It may be important to qualify or re-qualify the decision maker(s). Sometimes there wasn't enough information gathered at the beginning of the process - which can alter the outcome later on. By re-evaluating past conversations and asking the right questions, while also confirming what was understood by both parties before the initial agreement, new discoveries may be uncovered. Simple misunderstandings as well as assumptions can lead us to formulate opinions, which may alter our judgment as to whether it was even a verbal agreement to begin with. Focusing more on what the prospect needs rather than the outcome we want can help to keep it on track.

In my experience, complaints not objections are voiced. Identifying the real objection is critical and understanding your client, their culture, and how that relates to their communication is key. Here are best practices I've coached sales reps on and use myself. 1. Tell the client you don't know everything but are trying to help them. When you make it easy to object with you you'll hear more valid objections. 2. Get specific about the objection, Price for example is common. What about the price? It's usually a value gap. 3. Listen, clients often tell you what their problems have been in the past. 4. You're working against every bad sale they've experienced so go above to put them at ease to communicate freely.

I would avoid being aggressive in isolation unless you're selling in a transactional environment. Clients hate feeling like you're driving the conversation, even though you should. A better way is to ask good follow up questions. "I hear you're worried about implementation, often clients are concerned about how long until they realize value, is that it?" This allows the client space to expand on their objection, and gives them the chance to tell you no. By slightly assuming more they will either; A) tell you you're right, in that case you look like a magician, or B) Correct you. When a client corrects you they feel empowered and will be more open and transparent so you can negotiate on real terms/issues. Instead of smoke screens.

It is important to read between the lines to understand the real reason behind customer objection. Listen actively to understand customer concerns.

Objections are inevitable in any sales process, especially in real estate. However, they are not deal-breakers, but rather opportunities to address the concerns & needs of the prospects and move them closer to the sale. The key is to have a clear and effective strategy for handling objections after a verbal agreement. My strategy is based on six steps: ?Confirm ?Empathize ?Isolate ?Provide ?Ask ?Follow Up These steps help me to understand the real reason behind the objection & offer a solution that can resolve the issue & satisfy their expectations. The above approach has helped me to overcome various objections. By using this strategy, I turn objections into opportunities & close more sales.