Objections: Love 'em - Don't Leave 'em - Back when I was just starting my sales career, I'd come home at night, a little dejected, and tell my wife that I could sell a lot more if the prospects didn't have so many objections that I wasn't prepared to overcome. It would have been a heckuva lot easier if, just once, a prospect would say, "I thought it would cost more. Would you mind if I paid double that price?" That never happened and probably never will. But it did teach me that my job as a salesman was not to sell, but to overcome objections. And the best way I know how to do that is to learn everything I can about my product and everything I can about the possible objections that a prospect might have to my selling him that product.

A little knowledge of human nature and some neurolinguistic programming are good to throw in there, too. Think about objections like this - If nobody had objections, anybody could sell. Then there'd be no sales force, just order takers. Taking orders will make you a living. Being a sought-after salesman will make you a lot more than a living, because the laws of supply and demand apply to salespeople just like products. Even more important that that, for me at least, is the sheer joy of selling. I absolutely love selling someone something they need or want. If that process was difficult, the victory is even sweeter.

Fighting against and winning the battle over the objections is what makes selling so much fun. Fighting with customers is a losers game. Fighting against objections and winning keeps you alive.

Mike Sieger, Simplenomics.com - September 18, 2006

Featured Community – Redmond Ridge East & Cascara at the Villages

We want you to be the first to hear about two new soon-to-be-available communities that opened for Interest List registration today. Redmond Ridge East, located on Novelty Hill, east of Redmond will feature roomy single-family homes starting in the $200s. The area will be home to a new public elementary school and a 40-acre youth recreational soccer complex along with an Equestrian Park, trail system, and park and ride transit area.

Casacara at the Villages, starting in the $200s, offers 156 income-qualified duplex homes for active adults in the Eastside's newest master planned community. Located just east of Redmond off Novelty Hill Road, Cascara at the Villages provides all the urban amenities you'll need.

QNews

Congratulations Brandon!
Brandon Johnson of Abbey Realty is $10,000 richer this month. Did he make a stop in Las Vegas? No. Brandon sold 4 Quadrant homes between January 1 and April 30. You can get your share of the jackpot, too! We've extended our 4x4 = $10k from May 1 - August 31, 2008. Find out more in this issue of 3-2-1 or visit QuadrantHomes.com/agents.

	Net Work It Espresso & Info? That's right. Sign up your selling team for light refreshments and a Quadrant Homes presentation. You'll get the Q Advantage plus it's fun, informative and hello... it's free coffee. Call Celeste today at 425.452.6504.