Der Makler

Einsprüche/Fragen akzeptieren:

After hearing the objection and pausing to consider it, you should acknowledge the concern. This confirms that you understand what the client said, and it also gives you a few moments to consider and prepare your response.

Notice, nothing in the previous paragraph advises you to agree with the client. You can acknowledge the concern and thank the client for bringing it up without saying that it is right.

You can acknowledge by using any of these phrases:

* “I understand your concern in this area.”
* “That’s a really terrific question. I’m glad you asked it.”
* “I can see where that might cause you concern.”

One of my favorite techniques is to follow acknowledgement of a concern with a question or comment that probes for more information. The following responses give you an opportunity to learn more while also buying a few moments to develop a response:

* “I understand your concern in this area. Why do you feel that way?”
* “I can see where that might cause you concern. Tell me more.”