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Coffee Talk [Shared]

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by

Ali Alatas

on 9 March 2015

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Transcript of Coffee Talk [Shared]

C ffee Talk
Conquering Concerns
Definition
Concern
“matter of interest, worry, something that makes you anxious”
Objection
“protest, disapproval, complaint”
Closing Table Concerns
1. Could be a stall.
2. They could be afraid that you’ll close them.
3. Could be a cry for help.
4. Not sure they will qualify
5. Afraid they could find a better deal.
6. Fear of deciding too soon.
7. Afraid they didn’t do enough research.
8. Not sure how to negotiate.
Influencer
What influences their concerns
?
Friends/Family
Jones
Beliefs & Values
Financial Advisors/Life Coaches
Spiritual Advisors
Realtors
Past Experiences
Ego
Conquering Concerns is
just a matter of formula.
Step 1: Anticipate & Prepare
Step 2: Listen and Hear
Step 3: Question and Confirm
Step 4: Slow Down and Pause
Step 5: Apply a Technique
Step 6: Permission to Move on
List of Common Concerns
What kind of concerns should a buyer of a new home have?
Anticipate the Obvious
Obvious Concerns:
1. Sewer Treatment Plant
2. Built on a River Bottom
3. Gentleman's Club at Entry
4. Below average School District
5. High Mudd Tax
Example….
“Prices have gone up too much.”
What could they mean?
Missed the boat
Afraid to overpay
Lose at resale
Afraid they cant afford it
Afraid they wont qualify
Friends got a better job
What Could They Mean
When They Say….
“I want to think about it.”
“There is a train in the community.”
“We’re unsure about interest rates.”
“The other builder is giving us a better deal.”
“Too far from work, school, airport, shopping etc.”
What's the Goal?
How to get the REAL Concern
to please stand up?
Ask a lot of questions.
Example Questions
What is it about ____________ that has you concerned?
What do you mean, when you say ________________?
So what you’re saying is __________________________?
Care and Concern
Before
After
Break for Group Exercise
Techniques for
Conquering Concerns
Technique #1-Suggest a Solution
Technique #2-Feel, Felt, Found
Technique #3- Table or Box it
Technique #4- Third Party Story
Example
Example
Example
Example
The Real Concern is
: “Options are too high”.

Sample Response
:
50k in options = $250 per month x 12 months = $3000/year
“How long do you think you’ll live in your home?”
$3000 for 7 years is $21,000. “You get to enjoy all $50k but it only costs you $21,000 and it will help you at time of resale.”
The Real Concern is
: “The Resale Home Costs Less.”

Sample Response
: PITIU, if you save $50 in energy, that is 10k more purchasing power. So if they newer home saves you $300 per month you can actually buy 60k more in New Home.
The Real Concern is
: “The other builder is 10k lower.”
Sample Response
: 10k=$50/month
The Real Concern is
: “We are going to remodel”
Apply a technique
: 3rd party story
Sample Response
:
A/C = $6,000
Retrofit attic for energy savings = $12,000
New Floors = $15,000
New Appliances = $10,000
New Countertops = $6,500
TOTAL = $49,500
“No matter how much you spend, it will never feel new”
Ralph & Mar’Sue Role Play
Technique #1-Suggest a Solution
Technique #2-Feel, Felt, Found
Technique #3- Table or Box it
Technique #4- Third Party Story
You Close Again
Example Questions to Ask:
“How does that sound?”
“Is there anything else we need to discuss before we move forward?”
“Is there anything else standing in the way of you owning this beautiful custom home?”
“With your permission, I’d like to get started on making this home yours.”
“Have I answered your concerns enough to move forward?”
“How do you feel about moving forward?”
To Summarize…
Step 1: Anticipate & Prepare
Step 2: Listen and Hear
Step 3: Question and Confirm
Step 4: Slow Down and Pause
Step 5: Apply a Technique
Step 6: Permission to Move on
Final Takeaways
1. Never Be Afraid
2. Posture for Coffee Talk
3. Ask Enough to Really Understand
4. Tell Stories-Help with Solutions
5. Don’t Forget to Close Again
Full transcript