Advanced Level Series

A-013 - Crafting Responses

Introduction

The professional new home salesperson must understand
what objections mean and why home buyers voice them.
There are several basic sources for objections that you’re
likely to hear from prospective new home buyers. You can
anticipate these objections and craft an understandable and
believable response. During this activity, you will work as
a team to craft responses to common objections raised by
potential customers about—

• Space/Size


• Distance/Location


• Quality/Design


• Money


• Other

Objectives

Upon completion of this material, you will be able to—

1. Explain and use principles for crafting correct answers to
customers’ objections.

2. Craft appropriate responses to common objections you
are likely to encounter in your specific market.

Create an action plan highlighting the three most important
concepts/strategies/techniques gained from this material
along with benefits for each.

Who Should Attend

Salespeople, sales managers, Realtors®, marketing managers, assistants, and design center personnel.