The Cooperative Approach

Many people bring up the bedroom size objection when looking at the secondary rooms. If you want to help them overcome that issue, you have to join the prospect in finding the solution. Tell them you plan to do exactly that. It might sound something like this:

“Fair enough – you’re concerned about the bedroom size. But the rest of the home works well for you, correct? Okay, let’s roll up our sleeves and try to figure this out. Tell me about what needs to go in the bedroom, and we’ll see if we can’t find a creative solution as to where to place everything.”

This cooperative approach releases creativity as you work together to reach a solution. Perhaps it’s a new piece of versatile furniture; or something goes in a different room; or a dresser is placed inside a closet; or they add a bunk bed with storage and desk underneath; or bookshelves mounted on the wall to replace a credenza.

Get creative with the customer, and you’ll find the possibilities are endless.