FE TELE-SALES OBJECTIONS

[goillini52]

I agree I don't want anybody to be confused. There ya go!

I like that one better. Now I won't get you confused with Ramiz.

 

[TampaHound]

Hey guys, everyone can answer the objections I'm about to throw out. But if you respond with an answer or suggestion let us know how much experience you have with FE tele-sales. If you have zero experience that's ok by me, as sometimes a novice can get a pro to design a new angle to making the sale happen.

Assume these objections come after a 30-45 minute very thorough presentation. - every objection can be overcome. Although right now for the life of me, I can't remember the exact way to do it. Restate the question...address the concern....something, something, close!

Objection #1: I never do anything over the phone. - This is the one that I hate. "If I was sitting across from you right now, would you be signing this paperwork? (then depend on the answer)....So what's preventing us from moving forward right now?

Objection #2: My daughter told me to never give my bank account info to anyone over the phone. Your daughter is correct, of course you shouldn't give me that information however wouldn't your daughter agree that at times you have to pay for something over the phone? We've all ordered pizza's over the phone and given that 16 year old kid our info! (I've actually used that and it does work!)

Objection #3: Can you just mail me something? - (Normally this is a money concern). Sure Mr. X. What is your email address? (Then I'll send it and if I can get them to open it up, re-pitch the product. "As you can see right there in black and white"). Again, it works. I've also no problem calling someone back when I confirm a exact date and time.

Objection #4: I need to think about it, (or need to check around) call me back in a few week. I'm an agent working with all the major insurance companies in your area. What that means to you is that I'm sure we can find a plan that meets your needs. (said at the beginning of the call). Mrs. Y, when we started this conversation do you remember stating how I was working with all the major companies in your area? This plan addresses 1), 2), 3). So what is the concern that I'm missing?

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? Damn straight I do! I always leave a message on the first contact, and often the second (I try to touch each contact at least once a day for the first 5 days).

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? I tend to send an "introductory" email out. Just one. I hate to toss any lead (they ain't cheap) but in your case it's in the trash. Plus, would you want called 5 - 10 times a day? The most I touch a lead is 3 times a day. I leave at least 2 message out of those three times. After a few days I drop it to once a day....Then once every two or three days. What your doing here is annoying the *** out of someone. I would not answer either.

Situation #3: Do you find there are particular times/days when people are easier to catch by phone? I used to work pretty much across the country. I start at 10 AM EST and finish up about 7 PM EST. I don't know if there is ever a good time to call honestly. Never plotted it out.

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? The question should be...how do they get a hold of you? Do you have a 800 line? Can they call you back on that spoofed local #? Personally I think the 800 # is a smarter way to go.

I know the pat answer is to work live transfers and you eliminate the "contact the lead" problems. I don't like live transfers. Maybe it's just me but I've found they tend to put people on the defensive. "Why did this *** ask me all those questions and now transfer me to this guy?" Plus often the person making the transfer has no useful info for me.

Feel free to join this discussion.

Hope that helps.

 

[WinoBlues]

It appears you are trying to knock his hustle. It's too bad you only see negative here!

Victor is a great guy and sales leader! His methods have taught me a lot and continue to help our organization write millions a month in Final Expense premium 100% over the telephone.

We just started over 50 people and a few call centers today on the phones and they will all be benefiting from this training very soon!

@DayTimer don't know your name, mine is Vince, I recommend focusing on all the good people like Victor bring instead of knocking their hustle!

Victor has plenty of credentials and here is his Bio. Sales Keynote Speaker

Does he have a sense of humor? Goes a long way in this business.

 

[VRGIM]

Does he have a sense of humor? Goes a long way in this business.

I had no idea what he was talking about at first. Any buddy who does not have inside knowledge of that situation would interpret it the way I did. I had know idea of the situation so I had to ask other people.

I think it funny now that I actually understand what the heck he was talking about.

 

[somarco]

I had no idea what he was talking about at first. Any buddy who does not have inside knowledge of that situation would interpret it the way I did. I had know idea of the situation so I had to ask other people.

You obviously don't spend enough time on the forum.

 

[WinoBlues]

I had no idea what he was talking about at first. Any buddy who does not have inside knowledge of that situation would interpret it the way I did. I had know idea of the situation so I had to ask other people.

I think it funny now that I actually understand what the heck he was talking about.

Yeah, I think he drinks a little.

 

[CALTCAgent]

It appears you are trying to knock his hustle. It's too bad you only see negative here!

Its hard when you hear people are "hustling" us. Not sure how you are using that term but it has a negative connotation.

 

[HHMan]

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.

WOW.....that is very powerful!

 

[Rirwin]

Its hard when you hear people are "hustling" us. Not sure how you are using that term but it has a negative connotation.

Unless you're a 60+ year old white guy (no offense) hustle does not have a negative connotation to it. It's actually a compliment.

 

[goillini52]

Unless you're a 60+ year old white guy (no offense) hustle does not have a negative connotation to it. It's actually a compliment.

Hey, I'm a 60+ white guy(I'm not offended by it).