In sales, many believe objections are just unanswered questions. And that repeated questions about the same topic aren’t really about that topic, they point to other issues that have not been addressed.
As a fairly analytical person myself, I get that, and believe that. For the most part.
“HOME” is so very personal-it holds our hopes and dreams. It’s where we go to face our triumphs and losses, it is the representation of us, and pretty much all we hold dear. It’s tender territory, and in this business, it’s understood that a surprise delivery of emotional baggage can appear at almost any moment. Yet the veracity of online comments to last weekend’s NYT article about Staging really gave me pause.
When I first started this business, I eagerly sought objections (and questions)…they helped shape my business model, and sharpen my message. As time goes on, my ear has become more finely tuned. Am I the only one hearing the one long flat note from people who are just patently unhappy?
It stunned, really stunned me how all the objections were on a purely intellectual basis. By my count, NONE of the negative commenters had any experience with a professional Home Stager…yet EVERYONE who had worked with a Home Stager had a positive comment.
It is not my nature to judge anyone…call me naive (OK, you’re naive!) but I have slowly been coming to the realization that many people with objections don’t REALLY have questions. Like listeners on call-in the sports or political radio shows, they have passionate view points they want to share with the world. They are not about getting anything done, making changes or moving forward. They are fishing for reinforcement, and primed for a fight. They are about their 15 or 30 seconds of fame on a big stage where they get to argue why they are right.
This is their place, and they are comfortable with it. And channeling Seinfeld now….not that there is anything wrong with that! But be very clear on this point: Stubborn and obtuse is not about moving forward, it is being content to stay put, and often, being angry or unhappy.
Everything The Refreshed Home does is about moving forward…be it Staging solutions for your Westchester County property to get it sold quickly, for the best price, or Decorating it so your Westchester home better suits your needs and tastes.
ALL the other stuff, I get. All the emotions that come dealing with going through changes and making decisions, it’s part of the process…in fact, one of the things The Refreshed Home shines at. If something in-or about- your space or stuff is getting in the way of you having your best life possible, bring it on. But if you are looking for an audience to crank on from your armchair-please, turn on your radio instead.