SANTO DOMINGO – An objection is an opportunity for the salesperson to establish communication with their client. It shouldn't be seen as a negative element; rather, it should be welcomed because it's the only way to open a line of communication, says Ilonka Castillo.
“Don’t take it personally, because they are objecting to the proposal, not to you as a human being. It’s foolish to avoid them because they will always be present in all the processes of our lives,” said the real estate expert during her presentation at CBR 02 of the Association of Real Estate Agents and Companies (AEI).
“Sales are governed by numbers, and each stage of the sales funnel has its objections—when we acquire leads, when we go to the appointment. Therefore, we have to understand that you can't improve what you can't measure. In fact, we should have a CRM where you measure objections,” he proposed.
In his opinion, there are eight to ten common objections. “With the CRM, you can determine the most frequent ones and prepare yourself to know how to respond to them. Objections are inherent in sales, and we must identify which ones are the most common and how we are going to address them.”.
He recommended that real estate agents consider the impact of body language and tone of voice on sales. “In addition to that record of common objections, look at the numbers—how many you won, how many you lost.” He suggested frequently reviewing and practicing possible responses to those objections in order to overcome the barrier.
A method
Using effective methods that help you avoid sounding like a salesperson is a technique suggested by Castillo, who encourages breaking the pattern and connecting with the client. Identify what suits your personality. “Ask with confidence and assurance to achieve your goals.”.
Understand that by asking the necessary questions you will have control, therefore you must have a method that will give you the discipline to ask the best sales question. You showed him several apartments and the client then says he doesn't have the money, it means you didn't ask the right question. We need to ask questions to qualify correctly, know the next steps, and close the sale; that's what leads us to the objection.
She said that although we know asking questions is so important, we don't do it out of fear. "The biggest fear for real estate agents is losing clients, and you're letting that fear dictate not doing any more business.".
Indhira Desangles inaugurated
Indhira Desangles, an expert in commercial and corporate real estate, opened the day by explaining the different categories that make up real estate in her specialty.
He maintained that the industrial sector is at its peak and that the COVID-19 era boosted demand. He gave attendees a tour of the new shopping centers built in Santo Domingo, highlighting their advantages, features, uses, and availability.
Desangles understands that rather than seeing each other as competitors, real estate colleagues should treat each other as allies walking together towards the same purpose; "it's not about who shines the most, but about seeing each other as strategic partners who must share information and grow together.".
With skill and knowledge, he referred to the various types of businesses that make up his area, the projections and precautions that real estate brokers must take in their practice.
“Being a multifaceted broker is very enriching, but please, when we are working with land, warehouses, entire buildings, we must have in our portfolio advisors who make us look good, fair people, well recommended,” he explained.
More than 80 participants
On the first day of CBR 02, more than 80 students attended, connecting virtually to receive information from the experts.
Alberto Bogaert, president of the AEI, welcomed the attendees and praised the prevailing desire in the sector to continue professionalizing, as this will contribute to its strengthening.
