The Magic of the “Yes, And” Technique: Transforming Objections into Opportunities in Real Estate Sales!
I recently learned a powerful technique from a top real estate agent:
It involves using specific language to handle objections.
Here's what I mean:
Instead of responding with "yes, but," I want you to rephrase it as "yes, and."
This simple shift can have a profound impact on your client interactions. For example, if a client tells you they want to hire a different agent, instead of saying "yes, but," try saying "yes, and I appreciate your honesty. I'm curious to understand your reasons for making that decision."
The magic of this approach is that it changes the dynamic and encourages open dialogue.
When a client expresses dissatisfaction with a property, rather than responding with "yes, but," respond with "yes, and."
Let's say that they think the house doesn't have a big enough backyard. You can say: "yes, and I understand your concern. On the other hand, there's a lovely park in the neighborhood that might compensate for it. It's within walking distance and a great spot for your pets. I'd be happy to show it to you if that would impact your decision."
This approach fosters a different kind of conversation, where you're partnering with the client and understanding their needs.
Every time you're tempted to say "yes, but," remember to switch it to "yes, and."
This small change in your language can transform your sales abilities and enhance your connection with clients.
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