Put the monkey back on the buyer’s back
No matter what objection the buyer throws at you the best way to address the objection is to just throw that monkey right back onto the buyer. This is the trick that ALL salesreps use – let the buyer answer their own question and see if it is in the seller’s best interests. Some examples:
Buyer: The asking price is too high – Seller: What price do you feel is fair?
Buyer: I don’t know what a fair price is – Seller: Would you agree to what Edmunds fair price is?
Buyer: The car isn’t fuel efficient – Seller: Do you agree that Edmunds does great car research? Let’s see what they say?
Buyer: I like the car, can you hold it until I get my paycheck in 2 weeks – Seller: Sure, give me a nonrefundable $250 security deposit I will.
Always take the buyer’s question and return it as a question that puts the burden back on the buyer or someone else. You then simply decide to accept the buyer’s answer or take that answer and turn it around and put it back on the buyer’s back. It’s really that simple and here is another example:
Buyer: Your asking price is way to much.
Seller: What price do you feel is fair?
Buyer: I’ve seen the same kind of car for sale for $500 less.
Seller: Would you pay the average price that Edmunds reports from private sales like this?
Buyer: Well, I guess so.
Seller: Here is the Edmunds report and I’ll drop my asking price by $400 to make it the same as Edmunds. Shall I sign the title over to you now?
Buyer: OK, but I need to bring back my wife to drive the car.
Seller: No problem, but there are other folks coming over today to view the car; first person to pay me gets the car. If you give me $100 earnest money I will still show the car but wait 24 hrs for you to come back.
Buyer: OK, but what if my wife doesn’t like the car – do I get the money back?
Seller: Sure, if you agree to add that $100 to the purchase price I will make it refundable, if not I get $100 for passing up a sale for 24 hrs. What would you like to do?
Buyer: OK, add $100 to the purchase price and I have 24 hrs to talk to my wife and bring her by.
See how all this works – always think of throwing the monkey back on the buyer’s back. Let him answer his own questions and you decide if you like there answer to your question. This is child’s play.
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