HANDLING OBJECTIONS

WITH EVERY SINGLE SALE, COMES AN…….. OBJECTION.

WHAT ARE U SELLING?

ARE YOU SELLING? PEACE OF MIND ASSURANCE INSURANCE SATISFACTION FUTURE SECURITY CONFIDENCE FUTURE GUARANTEE

1ST REACTION TO OBJECTION Don’t run from objections

1ST REACTION TO OBJECTION 2. Encourage the buyer to bring them out for discussion

1ST REACTION TO OBJECTION 3. The earlier objections shows up in sales the better.

WHAT YOU SHOULD NOT DO… When a client is talking don’t think you know every thing and barge in. Let them finish. Don’t respond glibly- making promising you can not keep.

WHAT YOU SHOULD NOT DO… Don’t argue -shaking your head or lift an eyebrow Don’t try to prove them wrong.

WHAT YOU SHOULD NOT DO… Don’t criticize- accuse client of bad judgment (especially Policy from a competitor

WHAT YOU SHOULD NOT DO… Don’t criticize –If you know yours is better because of a, b, c, Mention only your good –side or the a, b, c.

1. Hear them out - (then ask questions). Steps On HOW To Handle Objections. 1. Hear them out - (then ask questions).

Steps On HOW To Handle Objections. 2. Feed it back to them to make sure you are communicating properly (e.g. Did I hear you say you can’t afford it?).

Steps On HOW To Handle Objections 3. Question the objections. (Why?) Why can’t you afford?

TYPES OF OBJECTIONS. NO NEED NO INTEREST NO TIME NO CONFIDENCE NO MONEY NO HURRY

NO NEED. Prospect who reveal this kind f objection are not opposed to life insurance but in fact believe in it and also consider that they have provided sufficient security for themselves and their families.

NO INTEREST. In this case the prospect might be covering his real objection for not wanting to discuss life assurance. This could fall in any of the other following areas.

NO TIME. Obviously this could mean that the prospect is just too busy to talk to you but more likely that he does not want to be disturbed mentally, in other words he does not want to think about the consequences of being insured.

NO CONFIDENCE. This class of objection may emerge in the form of a general reference to economic conditions such as inflation or an indication of no confidence in the company, the Sales Rep or a preference to deal with some other company or other us.

NO MONEY. Saying no money could mean the prospect probably realizes that he needs life assurance but feels that he is unable to afford it. In other words he sees more pressing needs on which his money should be applied particularly in the area of current purchases such as new car, television set etc. The prospect is thus allowing current material things to take priority of future needs.

NO HURRY. This could mean that the prospect is afraid of taking a definite decision now and merely want to put off his decision to buy definitely. Remember it is your job as an agent to secure action to buy now.

COMMON EXCUSES. GOD IS MY INSURANCE IN OUR FAMILY WE DON’T DIE. MY GRAND MAA IS EVEN 106 Yrs OUR TRADTION DOES NOT SUPPORT THIS I AM THE YOUNGEST IN MY FAMILY

EXCUSES - BRAINSTORM. I ‘m not interested in Insurance, God is my protector. I am going to live a long time. I ‘ve already had enough Insurance. I am worth more dead than alive. I can’t afford it.

EXCUSES - BRAINSTORM. I want to pay my debts first Wait until I‘m earning more I want to talk it over with my spouse I have my own savings We have a funeral association in my family

EXCUSES – CONCLUSION.

EXCUSES – CONCLUSION.

WAY FORWARD... PLAN BEFORE YOU BEGIN…. PROSPECTING. APPOINTMENTS. CLOSING.

WAY FORWARD... FAILURE AND/OR SUCCESS ARE BOTH OFFERED AT THE SAME TIME. THEY BOTH NEED MULTIPLICITY OF EFFORT. TO FAIL YOU NEED JUST FEAR. CONTENTMENT.

WAY FORWARD... BUT TO SUCCEED…. YOU NEED MULTIPLE SKILLS. FAITH. PLAN. COMMITMENT. TENACITY. INTEGRITY.