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Overcoming Objectives

Presented by Chuck Schwambach. Overcoming Objectives. Overcoming Objections. W e may experience this… “Did you see those prices? I thought this was a not-for-profit community!”. How to Handle Objections. Educate Inform Reassure Isolate emotional issues. Cause of Objections. Fear

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Overcoming Objectives

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  1. Presented by Chuck Schwambach Overcoming Objectives

  2. Overcoming Objections We may experience this… “Did you see those prices? I thought this was a not-for-profit community!”

  3. How to Handle Objections • Educate • Inform • Reassure • Isolate emotional issues

  4. Cause of Objections • Fear • Satisfaction • Money/value concerns

  5. Fear

  6. Types of Fear Objections • I’m not ready yet • I’m too young • I’m too old • Not sure what to do • I’ll miss my friends

  7. Satisfaction

  8. Types of Satisfaction Objections • I’ll never get sick • I’ll never need nursing care • I’ll always drive everywhere • I’ll never need all those services

  9. Money Value Objections • Monthly fees too high • I have to sell my home • My children are against this • I can get a better deal at Shadyhome Retirement Community

  10. Key Items To Remember In Overcoming Objections • Establish trust • Educate and inform • Establish if objections is legitimate • breaking down the brick wall • Ask for clarification • Soften objection • Provide empathy and understanding • Never stop selling

  11. Butch Cassidy Video

  12. Closing • Assure you have the buy-in • Assure all their questions are answered • Ask the tough questions • Watch the body language • Discuss finances • Assure you have explained the benefits to them • Ask for check • Schedule subsequent appointment

  13. Lost in America Video

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