FE TELE-SALES OBJECTIONS

[papercutter]

Objection #1: I never do anything over the phone. In all due respect, then why did you include your phone number when you filled out the form requesting information?

Objection #2: My daughter told me to never give my bank account info to anyone over the phone. The reason the insurance co. wants to set this up for a future draft is for your protection. Unlike with credit/debit card payments, we have to have a recording of you authorizing the payment of the monthly premium from your bank account, and we must send this recording to your bank to authorize this payment. As far as your daughter's concerns about giving out this info over the phone, she is obviously just looking out for you, which is terrific! But its your bank account that you'll be using to make this payment - not hers - and as you told me earlier in our conversation, you are ultimately the decision maker.

Objection #3: Can you just mail me something? I sure wish I could! That would make my job a lot easier. But before I can even give you any information about our plans, in order to ensure we recommend the best possible plan that meets your particular needs at the best possible rate, I need to gather a little information from you in order to determine what that plan is.

Objection #4: I need to think about it, (or need to check around) call me back in a few weeks. That's a great idea! Mr/Mrs So-n-So, as we have already determined that the plan we've spent the last half hour discussing meets your needs within your stated budget, lets get you set up now so that we can get the actual policy itself in your hands in 5-7 business days. Then you can look over the policy thoroughly, while comparing it with other offers you've received, with the knowledge that you WILL have coverage when the first payment is made in a few weeks. There is no guarantee that you will qualify for those other plans anyway.

State every objection confidently without hesitation, just assuming she/he will agree with your impeccable logic.

"So who would like as your beneficiary?"

 

[rousemark]

Objection #1: I never do anything over the phone. In all due respect, then why did you include your phone number when you filled out the form requesting information?

Objection #2: My daughter told me to never give my bank account info to anyone over the phone. The reason the insurance co. wants to set this up for a future draft is for your protection. Unlike with credit/debit card payments, we have to have a recording of you authorizing the payment of the monthly premium from your bank account, and we must send this recording to your bank to authorize this payment. As far as your daughter's concerns about giving out this info over the phone, she is obviously just looking out for you, which is terrific! But its your bank account that you'll be using to make this payment - not hers - and as you told me earlier in our conversation, you are ultimately the decision maker.

Objection #3: Can you just mail me something? I sure wish I could! That would make my job a lot easier. But before I can even give you any information about our plans, in order to ensure we recommend the best possible plan that meets your particular needs at the best possible rate, I need to gather a little information from you in order to determine what that plan is.

Objection #4: I need to think about it, (or need to check around) call me back in a few weeks. That's a great idea! Mr/Mrs So-n-So, as we have already determined that the plan we've spent the last half hour discussing meets your needs within your stated budget, lets get you set up now so that we can get the actual policy itself in your hands in 5-7 business days. Then you can look over the policy thoroughly, while comparing it with other offers you've received, with the knowledge that you WILL have coverage when the first payment is made in a few weeks. There is no guarantee that you will qualify for those other plans anyway.

State every objection confidently without hesitation, just assuming she/he will agree with your impeccable logic.

"So who would like as your beneficiary?"

Thanks for sharing.. even though none of the others are doing so.

 

[somarco]

I don't do telesales but I would think you would handle objections the same way you would in person.

Regardless of the product, objections come up because the sales process was not handled correctly.

You have not "connected" with the prospect.

There is a lack of trust which can be related to connecting or not.

You have not uncovered the need.

You haven't asked the prospect how they think the problem should be solved.

The prospect has no money and you failed to establish a budget early on in the process.

Your prospect isn't really a prospect but a tire kicker

Your prospect cannot qualify medically

There are many more reasons why an agent will get objections, but these are the most common. The wrong time to "close" is at the end of the presentation.

ABC.

Always Be Closing.

I have done "one call closes" as well as multiple touches. It really doesn't matter. The process and the steps are the same.

So don't tell me FE or any other product can only be done in one call. That's BS.

 

[theinsuranceman]

Objection #1: I never do anything over the phone. In all due respect, then why did you include your phone number when you filled out the form requesting information?

Objection #2: My daughter told me to never give my bank account info to anyone over the phone. The reason the insurance co. wants to set this up for a future draft is for your protection. Unlike with credit/debit card payments, we have to have a recording of you authorizing the payment of the monthly premium from your bank account, and we must send this recording to your bank to authorize this payment. As far as your daughter's concerns about giving out this info over the phone, she is obviously just looking out for you, which is terrific! But its your bank account that you'll be using to make this payment - not hers - and as you told me earlier in our conversation, you are ultimately the decision maker.

Objection #3: Can you just mail me something? I sure wish I could! That would make my job a lot easier. But before I can even give you any information about our plans, in order to ensure we recommend the best possible plan that meets your particular needs at the best possible rate, I need to gather a little information from you in order to determine what that plan is.

Objection #4: I need to think about it, (or need to check around) call me back in a few weeks. That's a great idea! Mr/Mrs So-n-So, as we have already determined that the plan we've spent the last half hour discussing meets your needs within your stated budget, lets get you set up now so that we can get the actual policy itself in your hands in 5-7 business days. Then you can look over the policy thoroughly, while comparing it with other offers you've received, with the knowledge that you WILL have coverage when the first payment is made in a few weeks. There is no guarantee that you will qualify for those other plans anyway.

State every objection confidently without hesitation, just assuming she/he will agree with your impeccable logic.

"So who would like as your beneficiary?"

Excellent! Thanks for sharing.

 

[theinsuranceman]

Regardless of the product, objections come up because the sales process was not handled correctly.

You have not "connected" with the prospect.

There is a lack of trust which can be related to connecting or not.

You have not uncovered the need.

You haven't asked the prospect how they think the problem should be solved.

The prospect has no money and you failed to establish a budget early on in the process.

Your prospect isn't really a prospect but a tire kicker

Your prospect cannot qualify medically

There are many more reasons why an agent will get objections, but these are the most common. The wrong time to "close" is at the end of the presentation.

ABC.

Always Be Closing.

I have done "one call closes" as well as multiple touches. It really doesn't matter. The process and the steps are the same.

So don't tell me FE or any other product can only be done in one call. That's BS.

 

[theinsuranceman]

Who said that FE can ONLY be sold as a one shot deal?

 

[WinoBlues]

Who said that FE can ONLY be sold as a one shot deal?

Here * you can use mine.

 

[somarco]

Assume these objections come after a 30-45 minute very thorough presentation.

Never ever waste that much time. Qualify the person in the first 5 minutes, then decide if they are worth your time or not.

Objection #1: I never do anything over the phone.

If this happens after 30 minutes on the phone your "pitch" is flawed.

Objection #2: My daughter told me to never give my bank account info to anyone over the phone.

You have not gained their trust. There is a credibility issue. You are not talking to a decision maker.

Objection #3: Can you just mail me something?

What would you like me to mail? Do you have an email address? I can send it there.

FWIW I never send anything by USPS. Email or nothing at all.

If this repeatedly comes up your presentation is flawed.

Objection #4: I need to think about it, (or need to check around) call me back in a few week.

I will call back a week from today at the same time. If we don't connect I will leave a voice mail. If I don't hear back from you in a couple of days I will close your file.

If someone is really interested in working with you the take away will work. If not, you don't have a real prospect and probably never did.

Situation #1: You get a voice mail on the 1st call to this lead, do you leave a message? Why or why not? If so, what's your message?

"Hi this is Joe with Joe's Helluva Deal Insurance. Sorry I missed you. Thank you for responding to our mailer. My number is 555-555-5555. A return call is appreciated".

If they call back, great. If you don't hear from them in a couple of days call again and tell them you are closing their file.

Situation #2: You've called the lead's phone number 5-10 times per day between 9 am - 9 pm (the lead's time zone) multiple days with no answer. What do you do with this lead? Mail them something? Throw it away thinking it has a higher probability of being a "no"? Save it thinking it has a higher probability of being a "yes" because if you're not making contact with them then other agents are also not making contact with them? Something else?

Sounds desperate.

I call once and once only.

I don't have the time or desire to hound someone.

Situation #3: Do you find there are particular times/days when people are easier to catch by phone?

My leads are internet driven. Unless they completed the information at 2AM I call about the same time they filled in the request.

Situation #4: Do you use anything to make YOUR phone number have the same area code as the number you are dialing? If so, what do you use? Does this help you very much with making contact?

No.


Something in your marketing plan and/or presentation is flawed.

If they forgot why they responded there is probably something in the marketing that is not right. I see and hear many commercials that are catchy, but after the commercial is over, I have no idea what they are selling.

If they like the pitch enough to respond but can't recall why they responded the presentation needs to be retooled.

If they never answer their phone, don't respond to a voice mail message or the phone number is bogus you never had a prospect. Move on.

Despite what has been taught for years about overcoming objections during the "close" it is all wrong. If you ask for the order and are rebuffed you never uncovered the need, you never showed them a solution that made sense, the pain of buying your solution is greater than the pain of solving their problem.

Almost every presentation that goes beyond 10 minutes and does not result in a prospect becoming a client is usually because the salesperson failed to connect, failed to gain trust, failed to uncover the reason why, failed to offer an acceptable solution.

Almost every time that happens is because the sales person did not ask enough questions, or the right questions, and failed to listen to what their prospect was saying.

Frankly, I have to wonder about someone who has been selling a product for 12 years and claims to be successful, but is not able to impart that knowledge to downline agents.

Possibly you don't know how to recruit the right person. You don't know how to effectively train them. Your "system" can't be duplicated.

There are many very good sales people who have no clue how to effectively recruit and train other people to repeat their success. Maybe that is the case here.

 

[YouGotMyMoney]

Objection #1: I never do anything over the phone. In all due respect, then why did you include your phone number when you filled out the form requesting information?

This has to be one of the worst "rebuttals" I have ever seen, don't take it personal - you just don't know any better yet.

 

[NSRH]

You should never get most of these objections that long into the script. Affordability is really the only objection you should be hearing 30min+ in the call.

All of these objections can be easily overcome by saying, "You have nothing to worry about, I dont represent Senior Life."