[John Galt]

I always like to smoke out the objection "obviously you must have a reason for saying that, do you mind if I ask why?" Then once I find out the reason, clarify it and empathize. "so your saying you don't like the terms?" and isolate it. and then use it to close (resolve). "So if I can change the terms can we do get this done today?"

[Zach]

I always like to smoke out the objection "obviously you must have a reason for saying that, do you mind if I ask why?" Then once I find out the reason, clarify it and empathize. "so your saying you don't like the terms?" and isolate it. and then use it to close (resolve). "So if I can change the terms can we do get this done today?"

I agree -- isolating the objection is very important. "Is there anything else about my offer that is holding you back? So if I can resolve this one issue, would we be able to move forward with this loan today?"

[AndyYSCISOdept]

I agree -- isolating the objection is very important. "Is there anything else about my offer that is holding you back? So if I can resolve this one issue, would we be able to move forward with this loan today?"

Very good point. It also allows you to see whether or not you are wasting your time chasing down the "perpetual shopper" (we all have a few of these that give us nightmares) Ultimately, my time is the most valuable commodity I have and if someone is wasting it I become very upset.