Partie 6 Type 2 Sincere objection on non-valid grounds What to do ? Example I really don't think this house is adapted to my needs ; besides, it needs some work done and I'm not good at DIY. The client is sincere, but is mistaken. You need to clarify the offer, suggest a solution and remember to make sure that the client has understood this time around. " In fact, there is no need to do the work yourself. I know a qualified builder who can do the job at a good price. If you like, I can call him to come and give you a quote. " Type 3 Insincere objection on non-valid grounds What to do ? Example " I would not dream of buying this house ! It is not worth the price they are asking for and on top of that, it needs so much work done on it ! " The client is insincere and is using provocation to justify the fact that he does not want to buy. It is probably better not to insist with this client. " I understand your feelings. I have some other properties I can show you. When are you available to view them ? " 510 TOUT LE COURS DU BTS PI - 2023 /2024