High Gas Price Rebuttal

[Guest]

JD, that's pretty aggressive posting. I don't know what provoked you. I know from others and from your many posts defending EFES that you are an aggressive man. Maybe "aggression" is how they train agents at EFES. I don't know what your message or intent here in this thread is by disparaging me, so all I can surmise is that you are having a bad day. Perhaps tomorrow will be a better one for you.

 

[rousemark]

AL:

I love and agree with your self deprecating style. Asking those types of open ended questions are what works best for me as well.

Nothing is more irritating to a potential client than someone debating them and coming across as a used car salesman.

Thanks for posting that and many should cut and paste it and store it for future use.

There is a world of difference in debating with a prospect and answering his or her objections. If you get in a debate with a prospect, you will lose every time but not answering their objections will end in the same result. Also, there comes time to end "endless" questions and close the sale or do an Elvis and leave the building.

 

[0b1kanobee]

To get this thread back on track, where in the sale are you getting this gas objection? Like I said, it seems to be one which would be common with just prospecting, you know, going out and seeing the people trying to get a presentation.

 

[rousemark]

To get this thread back on track, where in the sale are you getting this gas objection? Like I said, it seems to be one which would be common with just prospecting, you know, going out and seeing the people trying to get a presentation.

So far, I haven't heard it this year but I haven't exposed my self to enough people. If past experience is any indication, we will be hearing it.. Heard it during the 70s oil embargo and during every severe gas spike since. Normaly it is couched in the "can't afford it" objection which may occur during the approach or later in the interview during the close. I was seeking ideas as to others have or are going to meet it. Like the BSA's say, "Be Prepared".

 

[Guest]

Also, there comes time to end "endless" questions and close the sale or do an Elvis and leave the building.

Man, truer words were never written here.

"Jack, I guess you know what you want. Here is my last question. Are you positive you don't want to fill out the application to at least see if you qualify because once I leave I can't come back."

[Why?]

"Will your decision be any different? Is there anything you will need to know then, that you don't know now?"

[What if I decide to buy?]

What if you are declined? What do you think it cost in gas and lost time for me?

[You mean if I change my mind you won't return?]

Why would I want to make another drive all the way over here to do what we can do now?

[To make a sale]

What if you are declined? Here is a better question. What if something happens between now and then such that you are no longer insurable.... a heart attack maybe... a small stroke?

[I guess I could do the application]

I don't know. You seem hesitant. What is REALLY bothering you? Is it having to discuss your own mortality? Do you want to discuss that?

[Yeah, this is hard. OK, you're right. I should have this coverage. Let's do the application.]

Are you committed to this and ready to give me a check or credit card for the premium?

[You mean I can't change my mind later on?]

Why would you change your mind?

[I just want to know if I have the option?]

Do you think you are going to change your mind?

[I just like to know my options.]

I only work with clients who are totally committed and who know what they want. Explain to me why you are taking this coverage? Why do you want it?

====

I use the Columbo "method" of sales. It works well for me because I'm not very good at giving formal presentations and persuading them that what I have is what they need/want. I explain the highlights, features, and benefits of whatever I'm selling (life, health, CI, etc.) and "close" with questions. Sometimes it takes a minute, sometimes ten minutes.

Of course there are times (lots of times!) you "are done" and have to close your briefcase and get your coat and move to the door.

=====

(In my best Columbo style!) Oh, just one more thing Jack. If your wife dies or if you die will one of you get a good price for the house? I don't see how you could afford it on one income, could you? How is the housing market here? Are you sure you're good with this risk?


"Sometimes, the magic works and sometimes it does not" -Chief Dan George as Old Lodge Skins in Little Big Man

 

[rousemark]

Oh, just one more thing Jack. If your wife dies or if you die will one of you get a good price for the house? I don't see how you could afford it on one income, could you? How is the housing market here? Are you sure you're good with this risk?

And, how is this question any different than the one I started with that you claim is debating with the prospect? In fact, it is worse.. At least I leave room for the fact that the objection might just be a put off.. I don't tell them they can't afford to pay $3.50 for gas.. I say "if that if be the case, then how can you do the other?"

You make a flat statement that you don't see how they can afford to pay for their house. At my house, that would probably get you tossed on your ear.. "You have no idea what I can or cannot afford, and have no business judging my pocketbook". (speaking as the prospect)

 

[Guest]

And, how is this question any different than the one I started with that you claim is debating with the prospect? In fact, it is worse.. At least I leave room for the fact that the objection might just be a put off.. I don't tell them they can't afford to pay $3.50 for gas.. I say "if that if be the case, then how can you do the other?"

You make a flat statement that you don't see how they can afford to pay for their house. At my house, that would probably get you tossed on your ear.. "You have no idea what I can or cannot afford, and have no business judging my pocketbook". (speaking as the prospect)

You make a good point. But you miss mine.

At this point I figure its a lost sale, I'm out the door but I have time for a Hail Mary pass. Sometimes it works... most often not... but nothing ventured... nothing gained. What did the hockey guy say? "You miss on ever shot you don't take."

I don't try to convince anyone to buy. I can't do that. I'm not persuasive like most of you and I'm not aggressive like some of you (one person in particular comes recently to mind!)

I sell almost exclusively by the methodology called High-Probability Selling. Many here really hate it. I've been ripped a new one for suggesting it. But it works for me and my personality (i.e. lack of sales talent/ability.) I'm NOT saying it works for you and since the list time I got my butt kicked for mentioning this book... I'm not recommending it to anyone. I'm only saying it works well for me.

I only look for people who already have an interest in what I have to sell. If there is a spark, I try to fan it and make it burn brighter and hotter. I consistently measure the "temperature" of the client and I only spend time with those who in my opinion are "high-probability" targets.

The Socratic method works to my advantage because I don't usually have to do the one thing I'm not good at... logical closings. After being self-employed for 30 years in various business entities and having to sell myself from the living to the board room and at times even the locker room, I've learned what works for me.

YMMV.

 

[Newby]

What I always do with a smokescreen objection like that is to take it away from them to try to get to the real objection.

Client: I can't start any new payments right now because gas is too high.

Me: I hear you there! Gas IS high. (give it a little breathing space...)

Let me ask you this Mr. Jones...if gas wasn't high...is there anything else that would keep you from deciding that this plan is the best option for you?

You are likely to hear the true objection now:
We want to look around (shop)
I'm covered at work
I don't know anything about you or your company
My friend said AARP is cheaper
We are truly broke

It could be anything. But the true objection is what you have to deal with.

If he keeps coming back to the price of gas then you need to calculate how many miles he drives per week. Figure out how much more he will have to spend at current prices as compared to when he was comfortable with gas prices and help him over that hurdle. This will ONLY work if gas price really IS his true objection (not likely)

So Mr. Jones, you are going to be spending $15 per week more on gas than you did before. And The premium on the amount of coverage you want is $75

If you really would like this coverage why don't we look at your other insurance premiums you pay and I can usually help you tighten up in those areas?

Look to see if he is paying on cancer plans, term plans, accidental plans, low deductibles on auto or homeowners or any other area that you can show him savings.

Works sometimes but not always.

 

[Justin Bilyj]

Newby, I thoroughly enjoy reading your posts..

 

[pcbinsurance]

No doubt---Newby's posts are among the most informative of any here. Thanks for everything Newby!