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...
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