Help with Phone Objection

[Frank Stastny]

Frank, do you charge for your phone training? I sell life, not med supps, but it sounds like you might be able to help me out a lot.

I don't really charge for the training. It is free for agents using YIO so if you consider purchasing YIO charging for training then I guess I do "charge" for it.

My phone presentation is specifically geared to Med Supps. The technique will work regardless of what is being sold but what I say is geared to Med Supps, not life.

I will be glad to share the concept of what I do and give you some examples as how it relates to Med Supps if you are interested. Give me a call.

 

[Todd King]

If they say they are too busy, empathize with them and them ask them what a better time would be. If they won't give you a better time, then suggest that you give them another call in a week or so.

If they balk at that, then you know....next!

 

[G.Gordon]

Bitch!! Buy my stuff!!

That might work... keep in touch.


I'm PUI so....







Jameson on the rocks... yummm.

 

[jdeasy]

I use a very conversational approach when I set appointments. Sometimes when speaking with a prospect (when calling from a lead not cold calling) I get someone who will not say they're not interested but rather just to busy. I know from the tone of the call that it's BS and they just didn't expect a call they just thought someone would send them a book or a brochure. I don't think I sound pushy on the phone. Without sounding like a car salesman from 1969 how do I bring them back in?
Thanks.

Practice and time will fine tune your bs meter to discern whether or not it's a real objection or a blowoff.

Sometimes they just don't have the time to meet with you the next day. I met with one today that I called yesterday. When I told her I was going to be in her town today and had an opening in the am, she said, oh tomorrow won't work, I've got a Dr's appointment. I asked he what time her appointment was and she said 9:30am. I said, that's OK, I'll be there all day and I can see you in the afternoon. She said she had a hair appointment at 3:00. I said, well, it looks like 12:30 would be a good time, she agreed, I met with her at 12:30 today and she bought a policy. Her objections were real and didn't realize that I could fit into her schedule.

Now, had she said, no, 12:30 is not good either, I would have dropped it in file 13 and moved on. How did I know her story was real? I don't know. A few years ago I probably would not have been able to make the appoinment. You learn more sometimes by doing the wrong thing a few times than by getting it right.

 

[Frank Stastny]

Bitch!! Buy my stuff!!

That might work... keep in touch.
I'm PUI so....
Jameson on the rocks... yummm.

When "Hi, my name is Frank, you don't want to buy any insurance do you?" doesn't work then I also prefer using a more direct approach.

It definitely helps those who are having a difficult time making a decision.

 

[VaDwayne]

I use a very conversational approach when I set appointments. Sometimes when speaking with a prospect (when calling from a lead not cold calling) I get someone who will not say they're not interested but rather just to busy. I know from the tone of the call that it's BS and they just didn't expect a call they just thought someone would send them a book or a brochure. I don't think I sound pushy on the phone. Without sounding like a car salesman from 1969 how do I bring them back in?
Thanks.

"It sounds like you're busy and I will be glad to call back at a later date. How about the day before you die. When will that be?"

If they don't hang up, they will say "I don't know."

"Exactly, now you see why it is important that we talk as soon as possible about the information YOU requested, okay?

"Are you looking for coverage for you, or you and a loved one?"

start asking questions

 

[5pill]

Trying to revive a little "60 second flicker of interest" someone had 2 or 3 weeks ago (might as well have been a year), when they filled out some little pink mail piece requires a stroke of luck.

The bottom line is they forgot all about it by now and the "interest" they had way back then, is gone bye bye!

I can set a fresh appoinment today, to see someone tomorrow, and when I get there, they look dumbfounded and forgetful for awhile until I jog their memory. Happens all the time.

You might say an appointment with the insurance man ranks pretty low on their list of priorities.

 

[theinsuranceman]

It's what you say BEFORE the objection comes out that helps determine if you hear an objection at all.

 

[Justin Bilyj]

I agree with Mark, when I feel an objection, stall, etc. whatever obstacle you choose to call it, I will directly ask about it, I will call them out about it, but without being so strong. I take the sincere helpful approach with my tone, so it sounds and feels like I truly care, which is the truth (and my secret to sales).
The directness is surprising for them, because we all get locked into the "not interested" reaction, and this allows us to get deeper to whats really going on.
Sometimes I will ask them point blank, "did I provide poor service" etc. and people not wanting to be negative news bearers will actually jump up to defend you, further helping them make a decision.
Picking up a tip from tom hopkins, I will also ask, "how did you buy your life insurance or health insurance last time?", they will usually give me clues or steps to take in order to sell them....

 

[briko3]

Empty, so what is your response to the "not interested" response?