No Broke Months For Salespeople - Nailing Objections Like a Pro

Episode Date: July 14, 2024

Nailing Objections Like a Pro   Business Coach Dan Rochon from the No Broke Months Podcast dives into handling objections like a seasoned professional.   Dan breaks down the process of handling objections into clear, actionable steps. You can build trust and rapport with your clients or colleagues by addressing these concerns head-on.   Tune in to the No Broke Months podcast to learn how to anticipate objections before they arise, respond effectively, and ultimately close more deals or win more support for your ideas. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Now it's like you're on this treadmill. Right now it's like you're just spinning wheels and going nowhere. So now you got to start the process all over. And what originally looks like a very, very natural conversation now looks like a sales conversation, which is going to break the rapport. That's the connection of your energy. And then guess what else is going to break? The most important thing to sales.

Anybody know what the most important things to sales is? Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle

of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. clear, actionable steps. You can build trust and rapport with your clients or colleagues by addressing these concerns head-on. Tune into the No Broke Months podcast to learn how to anticipate objections before they arise, respond effectively, and ultimately close more deals or win more support for your ideas. How do you overcome an objection? Before I tell you about how to

overcome an objection, who would like to teach to sell what the five steps how you overcome an objection? Before I tell you about how to overcome an objection, who would like to teach to sell what the five steps how to overcome an objection? First step is to repeat and affirm. After you repeat and affirm, you want to isolate the problem, isolate the objection. After isolating the objection, you want to change the subject. After changing the subject, you want to have an aha and then handle objections. Let me give it to you one more time. Repeat and affirm, isolate the objection, change the subject,

pull an aha, handle the objection. Love it, love it, love it, love it, love it, love it, love it. Now, repeat and affirm. What's an affirmation? What's the easiest affirmation you can give to somebody? Tell them the idea is a smart idea. Yeah, you're smart. Okay.

Now, you may have to use a little bit of sales sales skills on this right because if they say i don't want to buy a home for the next four years because i'm waiting for for for prices and rates to both drop right like that in my strong opinion isn't a smart decision but i'm not here to judge others right but that wouldn't be a smart decision per se for me for example or somebody that I care for a family member. Okay. But what's smart about somebody that's going to say, I'm going to wait for four years for interest rates to drop to 2% and for our prices to drop 30%. What's smart about that statement? Watching for the interest rates to drop. Yeah. Well, you're smart for wanting to get the best deal for a home. You see how you have to reframe it sometimes. So you may have to take something that, that, that I'm not,

I'm not actually talking to anybody. So I can say this. You may have to take something that's stupid and then figure out what's smart about the stupid thing. Okay. You're smart for one, you know, for wanting to get the best deal so repeat we we all know what repeat is right you just simply say what they said so in this in this example i'm going to wait for interest rates to drop in and prices to drop oh so you're going to wait for interest rates and prices to both drop, huh? Repeat. Well, you're smart for making sure that you want to get the best deal for a home.

Affirm. Isolate. Why do we isolate? Well, let me show you the isolation, then I'll ask you why. So you're waiting for the best rates and prices to go down. You're smart for making sure that you get the very best deal on a home. Repeat, affirm, isolate. Is there anything besides the prices and the interest rates that would cause you not to move forward today? That's the isolate. Is there anything else? Okay. What causes you to isolate?

What's the purpose of isolation? You want to find out if there's anything else you missed when you were doing your... Okay. What's important about finding out if there's anything else that you missed? So they don't come back at you with another objection after you've already handled this one? Absolutely. Let's say you expertly handled the objection of price and interest rates. And you go through and now it's 10 minutes later,

you know, my wife, my wife is not interested to buy. Right. And now, now it's like you're, now it's like you're, you're, you're, you're on this treadmill right now. It's like, you're just spinning wheels and going nowhere. So now you got to start the process all over. And what originally looks like a very, very natural conversation now looks like a sales conversation, which is going to break the rapport. That's the connection of your energy. And when you break the rapport and the connection of your energy, guess what else is going to

break? The most important thing to sales. Anybody know what the most important things to sales is? Trust. Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.