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C.H. Brown Co., LLC A PLATTE VALLEY COMPANY 20 W. Frontage Rd. • Wheatland, WY 82201 307-322-2545 • chbef.com
Inside
1 Celebrate the Holidays With Family and Unity 2 Your Essential Digital Marketing Resource Guide for Small Businesses 2 Will the Airbnb Crackdown Lead to Affordable Homes? 3 Tasty Holiday Chocolate Mousse 3 How Active Listening Elevates Client Communication 4 The Art of Overcoming Client Objections
Your Key to Handling Objections With Ease Mastering the Client Perspective
Understanding and effectively addressing client objections is crucial when selling financing. One of the most valuable skills a broker can possess is the ability to see things from the client’s perspective and convey the message that both parties share the same goal: a successful outcome. First and foremost, it’s essential to recognize that objections often stem from a difference in perspective, not a difference of opinion. Instead, it may indicate that there are unexplored angles in the client’s mind. Therefore, approaching objections with empathy and a willingness to understand the client’s viewpoint is key. Listen carefully. Encourage your clients to express their concerns, doubts, or reservations and actively listen to them. By doing so, you create a
safe space for them to share their perspective. Instead of immediately countering objections with your own arguments, ask questions to delve deeper into their concerns. This shows you respect their viewpoint and are genuinely interested in addressing their needs. As you’re listening, remember that you are not trying to convince your client to adopt your perspective. Instead, aim to uncover and understand their concerns fully. This is where the “superpower” of perspective understanding comes into play. Express a shared goal. You and your client are trying to reach the same objective: creating a successful financial arrangement that benefits both parties. Emphasize that you are on the same team,
working together. This can help build trust and align your interests, making it easier to find common ground. Offer solutions. When you handle objections, it’s critical to offer tailored solutions that address the specific concerns the client has raised. Show that your financial proposal can mitigate their worries or provide alternatives that align with their wants and needs. In the end, effectively addressing your client’s objections is an art that hinges on understanding their perspective. Remember, objections are often about unexplored viewpoints, not a battle of opinions. Show empathy, actively listen, and convey that you are on their side — it will work wonders!
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