High Gas Price Rebuttal

[ksigmtsu]

I think Newby actually hit this one on the head.

The answer is you don't overcome the gas objection.

It isn't the objection.

You should either pack up your **** and leave, or ask them what the real objection is. This particular one to me sounds like something you'd hear if they wanted to shop still, or they didn't trust you.

 

[Newby]

Thanks for the kudos guys. I've been at this a LONG time and gas prices is just the latest of the smokescreens. I've lived through

I'm making too much in the stock market

I'm losing too much in the stock market

My daughter's getting married

My daughter's pregnant

My daughter's getting divorced

My dog has fleas

My son needs a nose job

I'm trying to get on disability

I need to talk to my sister/neighbor/daughter/doctor

These are ALL smokescreen objections. And the next step is to acknowledge the objection and take it away

I understand Mrs. Smith. Let me ask you this...if your son didn't need a nose job and your daughter wasn't pregnant and your dog didn't have fleas and your doctor said he really approves of this plan and your money in the stock market rebounded and your disability was approved...how would you rate the solution I've shown you today? Is it exactly what you are looking for?

Then silence and they will tell you what's really bothering them. You won't make a one call close every time this way. But if you don't get to the real objection, you don't stand a chance.

 

[jdeasy]

Thanks for the kudos guys. I've been at this a LONG time and gas prices is just the latest of the smokescreens. I've lived through

I'm making too much in the stock market

I'm losing too much in the stock market

My daughter's getting married

My daughter's pregnant

My daughter's getting divorced

My dog has fleas

My son needs a nose job

I'm trying to get on disability

I need to talk to my sister/neighbor/daughter/doctor

These are ALL smokescreen objections. And the next step is to acknowledge the objection and take it away

I understand Mrs. Smith. Let me ask you this...if your son didn't need a nose job and your daughter wasn't pregnant and your dog didn't have fleas and your doctor said he really approves of this plan and your money in the stock market rebounded and your disability was approved...how would you rate the solution I've shown you today? Is it exactly what you are looking for?

Then silence and they will tell you what's really bothering them. You won't make a one call close every time this way. But if you don't get to the real objection, you don't stand a chance.

All this is true. I haven't even heard the gas price objection yet. maybe I will? I get very few objections at the end of my warm up and presentation because it's all designed to remove objections before I get any. That comes first from identifying the need/want up front before I do a warm up or presentation.

But, the only true objection is money. It can come disguised as many things. Well, there is one other true objection, no trust. You can be offering the best deal in the world and money is not an issue and they not trust you enough to do the deal. That goes back to the warm up. I do not proceed from my warm up until I detect a level of comfort, [trust} or "getting the walls down" as one EFES agent calls it.

Barring the trust issue, it's all about the money or lack of. If you were giving them a free $10,000 whole life policy they would not ned to talk to the kids, friends or neighbors about it.

I had one recently where the lady kept telling me that she was going to have to talk to her son and he wasn't available. We at about a $50/mo deal. I sensed it was just too much money so I dropped down to $35/mo and showed her what she could get for that amount. She said, "I'll do that". i asked her about her son and she said, "he doesn't need to know my business!".

The other part of that story is that I had met with that lady about 2 years prior and couldn't get her to do anything. i want to think that I had just gotten better, but it could have just been good timing this time and not the first time. You never know in this business. But, that has happened to me quite a few times where I meet with people now that I met with 3 and 4 years ago and didn't sell that I get applications from now.

 

[TDFnCali]

The other part of that story is that I had met with that lady about 2 years prior and couldn't get her to do anything. i want to think that I had just gotten better, but it could have just been good timing this time and not the first time. You never know in this business. But, that has happened to me quite a few times where I meet with people now that I met with 3 and 4 years ago and didn't sell that I get applications from now.

JD,

How did u meet her again....just randomly went by there again or did she send in another reply card or what? I know ur not much of a door knocker, so Im curious...thx!

 

[rousemark]

Barring the trust issue, it's all about the money or lack of. If you were giving them a free $10,000 whole life policy they would not ned to talk to the kids, friends or neighbors about it.

I have a hunch that most of us would be shocked at just how many people would refuse to sign the application to accept this offer!!!

 

[jdeasy]

JD,

How did u meet her again....just randomly went by there again or did she send in another reply card or what? I know ur not much of a door knocker, so Im curious...thx!

She sent in another reply card just as she had the first time I met her. You will find that these folks are serial mailers.
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I have a hunch that most of us would be shocked at just how many people would refuse to sign the application to accept this offer!!!

Well yeah, the "too good to be true" stuff, but you know what I meant.
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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.

Nothing agressive about it all and you don't know the first thing about me. Nor was i having a bad day, in fact it was a quite a good day.

 

[rousemark]

Nor was i having a bad day, in fact it was a quite a good day.

I'm at that stage in life where if I wake up looking at the blades on the grass instead of the roots, it is a good day!

 

[Insurancedad]

I like it rousemark but they always seem to have another excuse up their sleeve for me.

"Mr. Jones if you and your family are having a hard time dealing with paying $3.75 out of pocket for gas, how in the world are you going going to be able to pay $10,000 out of pocket for a funeral bill and final expenses? "

 

[sellinmachine]

How about "Geez, Mrs Jones with only one income may miss the funeral with prices still going up. Naw, she won't we're going to sure she'll have our co. check, won't we?" (lite snicker)