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.

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.

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.

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.