You reframe the objection by taking a different perspective to create a new understanding and distracting from what may be a difficult issue to resolve!

Examples:

• I know this town has a negative image but that is not for the entire town, just some neighborhoods, and yours is not one of them!
• Tell you what we can do. Let’s get our handyman to look at it and give us a realistic view.
• Let’s look at the big picture here. Yes, the homes in this town have not gone up in
  prices. But isn’t this the right time to buy a home when the prices are so low and the potential for growth is big?