Cracking the Code: How to Defuse Objection Bombs

Tuesday, January 19 | 10:00 - 11:00 AM
Location: South 228

Format: Building Knowledge Session 
Level of Content: Novice 

Appropriate for: Multifamily Builders & Developers, Sales & Marketing Professionals, Single Family - All

Track(s): Sales, Marketing & Customer Focus

Speaker(s): Leah Turner, Melinda Brody & Company, Dade City, FL

What It’s About:
Buyers' objections can often derail salespeople – they either ignore the objection completely or shift the conversation, which frequently leads to the loss of the sale. But objections, if diffused properly, are actually powerful clues that can guide a salesperson closer to the sale. In this session, you will learn the different types of objections buyers have and how they impact the sales presentation, along with a simple four-step process for overcoming most an objection you are given. From there, you will find out how to use this critical objection information to actually build a stronger and more customized sales presentation, making it easier to ask for and win the sale.

What You'll Learn:
Identify and classify the different types of objections you get from buyers in order to properly overcome each.
Learn a simple four-step process that will allow you to overcome most any buyer objection you get.
Learn how to use the objection information and turn it around to deliver a more personalized presentation that focuses on closing the sale.

Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)