Help with Phone Objection

[Justin Bilyj]

I was taught to look for pain, and not to fight with the prospect. Since I cold call, I wish them well with a smile, because it actually makes me feel good to mean that and say that, and people pick up on that, its like a small refresher for everyone (as sappy as that sounds).
I have a data list thats 17,000, I don't have time to fight with people, the time it takes for me to turn around one objection I could be making more calls.
If it is an internet lead, well, I don't believe in them anymore, but if I was to work them again, I would ask them, because people HAVE to answer you if you ask a question (and if they don't you wouldn't want them as a client anyways, let the pita be someone else's headache), "is that because you already found a plan, or because your tired of all the insurance agents calling you non-stop (in a heartedly jokeful manner)", usually that elicits a response that I can build from there. Again, especially with internet leads, the person will enjoy genuine conversation, as opposed to the cubicle agent jockeys working the internet leads at boiler rooms....

 

[VaDwayne]

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

Here's a way to find out what is on their minds

Script: I understand, but through experience, I have realized that when a person tells me that they are not interested, it is usually because of 1 of 3 reasons.

1. One,They don't feel they need the product
2. Two,I haven't done a good job of explaining the benefits of the product

3. OR 3, they simply feel they can't fit it into their budget.

Which of these do you feel best descibes you?

"Objections are simply request for more information" most of the time.

 

[Justin Bilyj]

"Objections are simply request for more information" most of the time"

I like the way you put that...

 

[YouGotMyMoney]

There are objections and then there are conditions.

An example of an objection is I need to speak with my spouse...

An example of a condition is I'm not attracted to bald guys or I have no money.


The difference being an objection can be overcome and an condition can not.

Can you tell the difference?

 

[theinsuranceman]

There are objections and then there are conditions.

An example of an objection is I need to speak with my spouse...

An example of a condition is I'm not attracted to bald guys or I have no money.


The difference being an objection can be overcome and an condition can not.

Can you tell the difference?

I believe your definitions of "objections" and "conditions" are reversed.

 

[VaDwayne]

There are objections and then there are conditions.

An example of an objection is I need to speak with my spouse...

An example of a condition is I'm not attracted to bald guys or I have no money.


The difference being an objection can be overcome and an condition can not.

Can you tell the difference?

I believe your definitions of "objections" and "conditions" are reversed.

I would say both of these are objections. I would say a "condition" would possibly be:

1. If you can get me through underwriting, I'll do it
2. If you wait until I get paid we can do business
3. I will need you to come by my house to write this up
4. If my wife says it's ok, we will sign up

 

[Justin Bilyj]

I agree D..

 

[Pawnature]

Frank IS the man in Med Supps. I fear I'm starting to develop a "man crush" on him though, So I have to limit my phone calls to him.

Thanks for all your help Money

Yep, talking to Frank makes me feel like George, the time he had a man massage on Sienfield.

 

[Guest]

It doesn't seem like they were too busy to pick up the phone does it? And also the original desire or need is still there, isn't it?

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.

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That's derivative of a Bo Bennet quote:

"An objection is not a rejection; it is simply a request for more information."

"Objections are simply request for more information" most of the time"

I like the way you put that...

 

[VaDwayne]

It doesn't seem like they were too busy to pick up the phone does it? And also the original desire or need is still there, isn't it?



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That's derivative of a Bo Bennet quote:

"An objection is not a rejection; it is simply a request for more information."

I don't know who Bo Bennet is but every cars sales trainer I have ever heard, used it.