You have found that great deal, you are excited, you make your offer and you get
“I’ll Think About It”
Your excitement now has left the building! You don’t understand it was a “WIN-WIN” deal or was it.
When you get “I’ll Think About It” you have to consider it as an objection, if you let up you may never get the deal.
In just a few cases, this may not be an objection but truly, the customer just needs time to think about it.
The reality of this phrase in most cases you as the investor have left your customer with unanswered concerns with your offer.
[]You have to ask yourself did I give my customer a bad perception?
[]Did I fail to display integrity with my customer?
[*]Did I take the time to find out my customers needs?
[i][b]If you can truly answer yes, to all three you are simply dealing with an unmotivated seller.
If you answered no to any of the above three questions, you have failed in your negotiations.[/b][/i]
You will find the best way to overcome this objection before is displays it’s ugly head is to uncover your customers concerns and needs early on in your negotiations by simply asking some key questions.
[]Such a lovely home why do you want to sell it?
[]If you do sell what do, you plan to do?
[*]If you don’t sell what do you plan to do?
For ugly homes
[]Such a lovely neighborhood why do you want to sell?
[]Such a quite street why do you want to sell?
For foreclosures
[]If I am able to stop the foreclosure would that help?
[]If I am able to keep the foreclosure off your credit records will that help?
[*]If I pay your security deposit, first and last months rent to help you move would that help?
I have found over the years most investors fail to take the time to learn what their customer truly needs and they simply go to the offer.
The better you position your offer to your customers needs, wants, and concerns the more deals you will do!