Overcoming Objections
If you want to be a top-producing agent, you’ve got to be on your toes at all times. Your clients will undoubtedly have questions that could throw you for a loop if you aren’t prepared to answer them. PRO$ wants to make sure that you are ready to handle whatever your clients throw at you. Here are 5 of the most common objections you’re likely to hear, and the responses that will help you sound like an oilheat expert and sell more oil-heated homes.
Objection #1: It’s the same old fuel…dirty and inefficient.
Your response: Actually, things have changed in a big way. Virtually every gallon of heating oil that’s delivered in New Jersey is now Bioheat®! Bioheat is a blend of regular heating oil and biofuels like soybeans, sunflowers and recycled cooking oil. The best part is that Bioheat leads to higher system efficiency, reduces or eliminates the source of equipment breakdowns and costs the same as regular heating oil. Plus, you can tell your clients that Bioheat is the only truly renewable residential fuel, except for solar energy and geothermal heating of course!
Objection #2: Oil tanks are big problems!
Your response: Sure, an old, leaking underground tank can be a problem. But the truth is that the likelihood of a leaking tank is very small. Plus, most of the homes that heat with oil have aboveground storage tanks, which are even less likely to cause any problems. And today’s tanks are double-walled and made of steel or heavy-duty plastic, offering even more protection from any problems. (Click here for even more information about tanks.)
Objection #3: It costs too much to heat a home with oil.
Your response: This past winter, prices for heating oil fell significantly. And the predictions from the U.S. Energy Information Administration (EIA) are calling for prices to stay lower for the next 5 years! Plus, you can choose which oil company you buy oil from. Many of them offer different programs that can help you manage your bills and lower them. Only homeowners who heat with oil have those kinds of options available to them.
Objection #4: I don’t want my money going to support foreign countries.
Your response: The truth is that more than two-thirds of the heating oil used in the United States comes from the United States. That’s one of the reasons why heating oil prices have fallen so dramatically. We are producing more oil in the U.S. than at any other point in our history. And the heating oil companies in your neighborhood are locally owned, which means that you’re supporting local businesses and not some faceless corporation.
Objection #5: I’ve never lived in an oil-heated home before.
Your response: Nothing to worry about! There are so many benefits to living in an oil-heated home. For example, the flame inside the heating oil system burns hotter than any other type of system and so oilheat homeowners often report that their homes are warmer with a more even heat. And having a tank on your property gives you total control over your fuel supply. Also, you have so much choice about the company that delivers your oil and services your equipment. This way, you can select a company that best fits your needs and your budget. And heating oil companies are known for delivering top-notch service and support. So you can feel very confident knowing that you and your family are going to be well taken care of.
