Sales Technique

People Believe Their Ideas More Than Yours

So how can we learn from this from a sales perspective?

The key is to somehow get them to doubt their ideas. If a prospect says the master bedroom is too small, you need to figure out what it's too small for. Then... show the prospect that the master bedroom really isn't too small, it's just the right size.

So, to figure out what the master bedroom is too small FOR, you need to be confident and ask the right questions. Do this by asking these questions below -- the goal is to create doubt about their objection.

1. What objections do you hear the most often? In past Rent & Retain's we've asked you to write these out... and list reasons WHY people commonly say them. And be honest. Are your master bedrooms really too small? Are your competitor's MBRs bigger? You need to know the reasoning behind the objection before you can overcome it.

2. For each commonly-heard objection, write out questions that will help you get to the bottom of it -- the questions that will help you uncover WHY the MBR is too small. For example,
"The MBR is too small for......?" and let the prospect fill in the blank.

"The MBR is too small compared to ......?"

"What makes the MBR too small?"

"How much time do you spend there?"

3. Attack it head on, especially if your MBRs REALLY ARE too small.

"I understand how you feel. Others have felt the same way. But then our residents have found that ...

... they spend most of their time in the living room, so in this case, MBR size does not matter."

... they spend a lot of time watching television on our big screen TV in the club room.�

... they spend evenings and weekends by the pool."

Know your product so you can anticipate objections in advance.

Approach the objections in a matter-of-fact manner.
Ask smart questions to determine the real reason behind the objections.

Open the prospects' minds about if their objection really is a reason not to live at your apartment community.

When you open them up to your point of view, and how others have resolved the objection, there's a better chance you'll make the sale.

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