I often hear the Sales Teams I work with say that people coming in their communities are confused if now is the time to buy or should they wait for a lower market.
Do you have a response for this objection? I hope so. Because you can actually take this objection and turn it around to an opportunity to create urgency…something that is desperately needed in this market.
And I hope you realize when a prospect makes a statement like, “we are not sure if now is the time to buy” they are asking you to give them more information why now is the time to buy. They want to buy or they wouldn’t be wandering around looking at homes…but they want you to give them a good reason, just to make sure.
Here is my spin and the best response you can give for this obejction. Change it around to fit your style and use it every time.
Potential script for this objection…
It is rare for our rates and our pricing to be low at the same time. As a matter of fact, this rare occurence has not taken place in 30 years. In the immediate past, we always had low prices with higher rates or vice versa. Now we have both, which makes it the BEST time to buy. But it won’t last forever, in fact we are starting to see an increase in our pricing…
What you need at this point is a couple of good handouts you can show to prove this fact.
Here are a few of my favorites…
The wonderful thing about this chart is:
- It’s from the census bureau so it’s reliable.
- It shows the highs of the market and the drastic lows.
- It shows that we have bottomed.
- It shows we have established a bottom for a while now
- So there will be no where but up…and soon.
- If you know real estate you know we have cycles of two presidential cycles up and two presidential cycles down…for the last 100 years.
- It’s through May 2011, so it’s current.
Just having these two items at your reach with a very good script about why now is the time to buy, should get you an opportunity to turn the objection of “Is now the time to buy” into an opportunity to create urgency.
Take some time to prepare for you objections and you can turn those folks into buyers.
Have a great sales week!