Overcoming Objections

MYOWNCO

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FE pros, in need of some phone training here--how do you get past the "just drop it off or mail it or give me the quote over the phone" objection?

Thank you in advance.
 
FE pros, in need of some phone training here--how do you get past the "just drop it off or mail it or give me the quote over the phone" objection?

Thank you in advance.
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If they are saying "just drop it off", that's an incredibly good lead. Go DROP IT OFF...and stay awhile!
If they are saying "mail it", that's pretty good too. Just be sure to FOLLOW UP with a home visit or (phone call at least).
The "give me a quote over the phone" is good too, especially if you sell over the phone. It's the last step before filling out the application.
These aren't objections in the least. They indicate interest.
 
FE pros, in need of some phone training here--how do you get past the "just drop it off or mail it or give me the quote over the phone" objection?

Thank you in advance.
**************************************
If they are saying "just drop it off", that's an incredibly good lead. Go DROP IT OFF...and stay awhile!
If they are saying "mail it", that's pretty good too. Just be sure to FOLLOW UP with a home visit or (phone call at least).
The "give me a quote over the phone" is good too, especially if you sell over the phone. It's the last step before filling out the application.
These aren't objections in the least. They indicate interest.
So in the two scenarios where you haven't filled out an app and don't know their health issues (or lack of), you would send out a quote? Or are you saying go right into the app over the phone or what?
 
I guess I assumed you already went into some sort of fact finding and pre-qual.

People that say "send it out" or "drop it off" typically understand you can't send something or drop something off without some background information.

Just tell them it's not a "one size fits all" and that they have to qualify.
 
Steve is just yanking your chain.

All are typically blow offs. Just respond that you need to know what to quote, drop off, mail, etc. Then start gathering information from which to quote. Either they give it to you or not. If they do, see what you can do with them. If they won't, kick them to the curb.
 
Yup -- if they're baseless objections and get snarky when you try to explain why you need to ask questions, etc., screw them. They're most likely tire kickers.

People who actually recognize a need for it will answer differently and be more receptive, most of the time, assuming you don't sound like an ass over the phone.

Otherwise, if all else fails, just door-knock them as opposed to calling.

Steve is just yanking your chain.

All are typically blow offs. Just respond that you need to know what to quote, drop off, mail, etc. Then start gathering information from which to quote. Either they give it to you or not. If they do, see what you can do with them. If they won't, kick them to the curb.
 
People have a right to be rude, arrogant, a** who window shop with no point or objection.

You do not have an obligation to assist them in this endeavor.

The best prospecting advice you will ever get, curtousey of Rick Blaine at TGP, "Let go of your china eggs." All those maybes, I think they mights and time wasters. Some people can't decide today, but if you have talked to them several times and they still won't take action they are wasting your time.
 
While I do think "getting your foot in the door" with some type of basic info helps, I do think that people want hard quotes as painlessly and quickly as possible. Obviously, they won't necessarily be super accurate, but they will at least be a number, which can be the gateway to getting more information from them.
 
FE pros, in need of some phone training here--how do you get past the "just drop it off or mail it or give me the quote over the phone" objection?

Thank you in advance.

Posted this on the other thread where you asked teh same question but just in case you didn't see it:

"mail to"....I would love to but there are so many variables, I need to deliver it in person just in case you have any questions.. Would (date) at (time) be good for you or would (date) at (time) be better?

"drop off" ..... Will be glad to do so.. Would (date) at (time) be good for you or would (date) at (time) be better?

Of course, there comes a point in time to say "goodbye"..
 

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