2015 BUYER AND SELLER CLOSES
The “I’ll Think it Over” Close
The most common objection in any type of sale is the, “I’ll think it over” objection. People in a selling situation are more likely to use this statement against the salesman as a way to get out of having to make an immediate decision. How many times have you as an agent attempted to contact a buyer or seller who has told you they’ll “think it over,” only to find that they’ve disappeared?
When an agent is confronted with this objection it’s important to deal with it head on. This can be done by asking your buyers or sellers specifically what they have to think over. Ultimately the agent will come back to use the process of elimination close to identify the specific objection. Consider the following examples:
Buyer example: “Mike, my wife and I really appreciate your help and we are going to think it over.”
Agent (Mike) Response: “John and Mary, I’m happy to hear that. I’d hate for you to make a snap decision about something as important as buying a home and you wouldn’t be thinking it over unless you were really interested in this property. As a way to help you evaluate all of the important facts while you make your decision, perhaps you could tell me what is still bothering you about moving forward. (Now, apply the process of elimination close) Is it the price? Neighborhood? The size? Continue to ask questions until the true objection is identified.”
Seller Example (Listing the Home): “Mike, thanks for coming by to look at our house. My wife and I will think it over and get back to you.”
Agent (Mike) Response: “John and Mary, I’m glad to hear you are giving me serious consideration. Deciding who best can represent you is a very important decision and I know you wouldn’t be thinking it over unless you were serious about my representing you. Just to be sure you don’t overlook anything, perhaps you could tell me what it is that still concerns you. (Now apply the process of elimination close) Is it our website exposure? Is it my knowledge and expertise? Are you comfortable with our strategic plan and marketing plan? Once again, continue to ask questions until you isolate the genuine objection.”
Under both examples above, the key is to reinforce all the benefits of moving forward with the decision. Once the genuine objection is identified it becomes much easier for an agent to deal with that one primary concern.