Kevin Boyle

Use Storytelling to Overcome Objections
Are you a good story teller? Using stories is a great way to help you overcome objections.

At parties, networking functions or community events, we’ve all seen “the” guy, he’s usually the one with 6 people surrounding him, he’s generally the loudest guy in the room but also the most charismatic with a deep hearty laugh.

We all love a good story.

So my best piece of advice for anyone looking for ways to handle objections better is to brush up on their story telling skills! Stories are a window into another persons life experiences, they allow us to relate to others easier and to see life from a different perspective.

I’ll give you an example.

One of my clients is a new realtor just starting out in the business and he was having trouble getting buyers to see the value in using a realtor when they could just look for listings on the internet on their own.

I asked him a few questions about his life experiences and I asked him if he had ever bought a home. He said yes it was actually one of the prime motivators for him in becoming a realtor! I asked him why was that? His reply was that he had had a very bad experience with his realtor and at that moment he had made up his mind he would become a realtor so that no one would ever have to go through what he had too.

I asked him to tell me about it.

This is what he told me.

“When I bought my first home I didn’t know anything. I got on the internet, saw a listing I liked and I phoned the realtor. Since then I discovered it was a really lousy way to pick a realtor, but of course at the time I didn’t know that. What I didn’t know at the time was that the realtor I was contacting was actually working for the seller and that his first “duty” was to sell that home, not necessarily look out for my best interests.

The property was a townhome, it was a 1200 square foot, 3 bedroom, 2 bathroom for $180,000

When it came to negotiating on the price of the home, I thought I could save some money on the commission. My intial offer was $165,000 and my realtor (who was more interested in representing the Seller) than representing my best interests – gave up on me! That’s right, after a day of negotiation he told me flat out he couldn’t put the deal together!

I ended up closing the deal myself!

There were also some major repairs that needed to be done that I didn’t find out until after the home inspection. Overall, he turned out to the worst possible realtor for a new inexperienced buyer such as myself. I really felt he was trying to take advantage of me.

It didn’t end there, there were also costs associated with the sale that he never bothered to tell me about. I ended up eating a lot of Kraft dinners because of that guy!”

This was my reply to him.

Take your story and put it on your web site, put it in your flyers, use your story to keep other buyers from making the same mistakes you did.

When you are face to face with your customers or prospects and they give you an objection, I want you to look them directly in the eye and remember this response…

“I used to think that too… (insert your story) Bob, but what I found…”

If you want to ease your buyers concerns, take your life experiences and your customers experiences and share them as a story with your prospects. Show them you understand the nature of the problem, that you can relate to their concerns and that you have dealt with these types of issues before.

Use story telling to your advantage!

 
Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on overcoming objections? Please feel free to add your comments!

Other Blog Articles on Overcoming Objections Techniques;

How to handle price objections

Handling Retail Objections, “I’m just looking…”

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