Are objections good or bad? Before I tell you what I think, have you ever been in the market to buy something (like say a car) but it had to have a specific feature? For example, it needed to be either Garnet or Gold? (YES, my van is Gold and my SUV is Garnet). If the salesperson had a similar product let’s say in another color (God forbid blue or orange) and he tells you if you take the color you do not want, he will give you a really, REALLY good deal? How long would you stay in the showroom to negotiate the price? Five minutes? Two minutes? Probably not even two minutes—EXACTLY my point!
If your prospect is hanging around chatting you up and challenging you with all the reasons that the car or product you are selling (i.e. your shopping center) is not right for him, guess what? HE’S INTERESTED!!! That’s right – he would not be sticking around if he was not seriously interested.
So what do you do with those “objections”? I recommend that YOU AGREE WITH THEM! What?? YES, YOU AGREE WITH THEM! Their objections are only phantom concerns that don’t really matter. The prospect is using them to slow up the buying process and make you think they are not interested, so that you start negotiating with yourself. Don’t fall for that tactic.
If he says “the price is too high” your answer should be “YES the price is high, but why were you interested in my shopping center?” Ask them questions to investigate the reason or lack thereof for the objection. For an example of this in action, click HERE to view a video of a role play I did with Reagan Crabtree (formerly with The Shopping Center Group, now CBRE) at the Shopping Center Group University a few years ago – what a good sport that Reagan is to let me use this as a teaching tool! If the prospect mentions your lack of parking, “YES the parking is definitely limited”; limited parking is something you can’t really fix (except when I added 14 parking spaces for Panera Bread and spent $200,000 to do it – OUCH!) YES IS MORE!
Respond to the objections by agreeing with the prospect! DON’T try to make them wrong! DON’T argue with them! DON’T challenge them! Just AGREE and then ask questions!
YES will get you MORE!
Try it! I promise it works every time! If you want to role play this concept with me, email me to set up a call, we can do it over the phone, in a few short minutes.
YES will ALWAYS get you MORE!
P.S. DO try this at home… It works there too!