Created from Youtube video: https://www.youtube.com/watch?v=v0E70kDdYtcvideoConcepts covered:sales objections, mortgage loan officer, conversation control, consultative selling, preemptive techniques
In this video, Daniel Nee Cart, a sales manager at Tustin Corporate, shares techniques for handling sales objections in mortgage loan officer sales. He emphasizes the importance of taking control of the conversation, understanding the true reasons behind objections, and positioning oneself as a consultant rather than a salesperson to effectively address and preempt objections.
Mastering Sales Objections: Proactive Techniques for Phone-Based Sales
Concepts covered:sales objections, phone-based sales, preemptive techniques, internal objections, proactive approach
In this episode, Daniel Nee Cart, a sales manager at Tustin Corporate, shares techniques to handle and preempt sales objections, especially in phone-based sales. He emphasizes understanding the root of objections and preparing to address them proactively to maintain control of the sales conversation.
Question 1
Internal objections can affect a salesperson's tone and confidence.
Question 2
What impact do internal objections have on sales?
Question 3
How can you handle objections before they arise?
Question 4
CASE STUDY: A prospect expresses doubt about qualifying for a loan during your initial call.
All of the following are good strategies except:
Question 5
CASE STUDY: You notice that you are feeling unsure about your sales strategy during a call.
Select three correct actions to take:
Maintaining Control in Sales Conversations
Concepts covered:sales control, price objections, consultative selling, customer needs, marketing vs sales
The chapter emphasizes the importance of sales professionals maintaining control of conversations with prospects, rather than letting marketing-driven price objections dictate the engagement. It suggests that salespeople should position themselves as consultants, understanding the true needs of the customer, and guiding them towards solutions rather than simply responding to requests for lower rates.
Question 6
Salespeople should position themselves as consultants, not just salesmen.
Question 7
How should you respond to price objections?
Question 8
Why should salespeople position themselves as consultants?
Question 9
CASE STUDY: You are a sales representative and a potential customer insists on a lower rate for a mortgage. They seem fixated on the interest rate rather than the monthly payment.
All of the following are correct approaches except...
Question 10
CASE STUDY: A potential client is skeptical about the interest rate you quoted and is considering other options.
Select three correct strategies to employ...
Mastering Sales Conversations with Homeowners
Concepts covered:homeowners, controlling conversations, building mystery, addressing objections, sales process
The chapter discusses the importance of controlling conversations with homeowners who are living beyond their means. It emphasizes the need to build mystery and address objections upfront to effectively guide prospects through the sales process.
Question 11
Building mystery is crucial in sales conversations.
Question 12
What is crucial to handle objections effectively?
Question 13
Where can you find the sales script?
Question 14
CASE STUDY: You receive a call from a potential client who is experiencing financial difficulties. They have a mortgage with Loan Depot.
All of the following are correct actions except:
Question 15
CASE STUDY: A customer service representative connects you to a homeowner who is unsure about their refinancing options. The homeowner has significant credit card debt.
Select three correct steps to take next:
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