Overcoming Objections

[sellinmachine]

If I cannot regain or maintain control of the interview I always felt like it was time for me to disengage. Now control does not mean that I do all the talking. But, as others are telling you, not all leads are truly prospects.

"I'll be happy to get that info out to you, let me verify the info I have here.....age...address....Oh, are there any health problems that may be important to know...
As Frank suggests..... you are the guide, but let them beleive that they're leading.

 

[MYOWNCO]

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.

If I cannot regain or maintain control of the interview I always felt like it was time for me to disengage. Now control does not mean that I do all the talking. But, as others are telling you, not all leads are truly prospects.

"I'll be happy to get that info out to you, let me verify the info I have here.....age...address....Oh, are there any health problems that may be important to know...
As Frank suggests..... you are the guide, but let them beleive that they're leading.

I can't get the multi-quote function to work for me so, to that end, thank you all (everyone in this thread) for all the good advice. Much appreciated bros.

 

[jdeasy]

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.

it depends on the objective of the call. If you are selling by phone there is a whole different approach than if you are trying to schedule a face to face appointment.


I only do face to face and schedule my own appointments, so that is the only place I can give advice.

I really don't get that objection very often. I start the call by saying, "Mr. Jones, this is JD with my company. The reason I'm calling is because we are thepeople that you sent in a request for information to about our final expense life insurance and I'm the guy that takes care of that in your area. I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that, is 10:00am OK for you?".

Anything else said goes from that. if they say yes, I verify the address and say, "I'll see you at about 10". The next one I set for 11:30 and so on.

I never schedule more than one day out. If they do say they want it mailed, I will say something like, "we only get you the info on the plans you qualify for, I need 10 minutes of your time to do that, what you do with the info is up to you". If they will not schedule the lead goes in the trash and I move on. I NEVER give rates over the phone, NEVER. I do not do any qualifying over the phone. If they want to do a bunch of that over the phone, they need to call a telemarketer and deal with it over the phone. That ain't my business model and I will not change my model for the exceptions.

If they will not agree to meet with you about it they are not serious anyway. They are simply tirekickers.

As I said, I very rarely get that objection. There are some that keep insisting on having the info mailed. You have to develop a pretty good BS meter in this career. If my meter tells me they are timewasters I simply tell them that we do not mail any more info than we have already mailed.


I have in the past kept those leads and then doorknocked them at some point, but I don't do that anymore either. There are too many people out there to see to waste any more time and money on that type of respondent.

 

[MYOWNCO]

it depends on the objective of the call. If you are selling by phone there is a whole different approach than if you are trying to schedule a face to face appointment.


I only do face to face and schedule my own appointments, so that is the only place I can give advice.

I really don't get that objection very often. I start the call by saying, "Mr. Jones, this is JD with my company. The reason I'm calling is because we are thepeople that you sent in a request for information to about our final expense life insurance and I'm the guy that takes care of that in your area. I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that, is 10:00am OK for you?".

Anything else said goes from that. if they say yes, I verify the address and say, "I'll see you at about 10". The next one I set for 11:30 and so on.

I never schedule more than one day out. If they do say they want it mailed, I will say something like, "we only get you the info on the plans you qualify for, I need 10 minutes of your time to do that, what you do with the info is up to you". If they will not schedule the lead goes in the trash and I move on. I NEVER give rates over the phone, NEVER. I do not do any qualifying over the phone. If they want to do a bunch of that over the phone, they need to call a telemarketer and deal with it over the phone. That ain't my business model and I will not change my model for the exceptions.

If they will not agree to meet with you about it they are not serious anyway. They are simply tirekickers.

As I said, I very rarely get that objection. There are some that keep insisting on having the info mailed. You have to develop a pretty good BS meter in this career. If my meter tells me they are timewasters I simply tell them that we do not mail any more info than we have already mailed.


I have in the past kept those leads and then doorknocked them at some point, but I don't do that anymore either. There are too many people out there to see to waste any more time and money on that type of respondent.

Thank you man! Great stuff!
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it depends on the objective of the call. If you are selling by phone there is a whole different approach than if you are trying to schedule a face to face appointment.


I only do face to face and schedule my own appointments, so that is the only place I can give advice.

I really don't get that objection very often. I start the call by saying, "Mr. Jones, this is JD with my company. The reason I'm calling is because we are thepeople that you sent in a request for information to about our final expense life insurance and I'm the guy that takes care of that in your area. I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that, is 10:00am OK for you?".

Anything else said goes from that. if they say yes, I verify the address and say, "I'll see you at about 10". The next one I set for 11:30 and so on.

I never schedule more than one day out. If they do say they want it mailed, I will say something like, "we only get you the info on the plans you qualify for, I need 10 minutes of your time to do that, what you do with the info is up to you". If they will not schedule the lead goes in the trash and I move on. I NEVER give rates over the phone, NEVER. I do not do any qualifying over the phone. If they want to do a bunch of that over the phone, they need to call a telemarketer and deal with it over the phone. That ain't my business model and I will not change my model for the exceptions.

If they will not agree to meet with you about it they are not serious anyway. They are simply tirekickers.

As I said, I very rarely get that objection. There are some that keep insisting on having the info mailed. You have to develop a pretty good BS meter in this career. If my meter tells me they are timewasters I simply tell them that we do not mail any more info than we have already mailed.


I have in the past kept those leads and then doorknocked them at some point, but I don't do that anymore either. There are too many people out there to see to waste any more time and money on that type of respondent.

Thank you man! Great stuff!

JD, When do you make your calls days/times?

 

[jdeasy]

Thank you man! Great stuff!
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JD, When do you make your calls days/times?

I am generall in field only two days per week. Tues and Thurs. I call for Tues on Monday and I call for Thurs. on Wed.

My schedule only changes for holidays or personal time. Like last week, I got back from New Orleans on Monday, so I called for Wed and Thurs on Tues. I guess I did schedule more than one day out there, but circumstances dictated it.

It varies on what times I make my calls on Mon and Wed. Monday this week I was at the dentist all morning and didn't make my first call until about 1:00. I usually will start about 10:00 am since that's when I schedule my first appointment.

 

[MYOWNCO]

I am generall in field only two days per week. Tues and Thurs. I call for Tues on Monday and I call for Thurs. on Wed.

My schedule only changes for holidays or personal time. Like last week, I got back from New Orleans on Monday, so I called for Wed and Thurs on Tues. I guess I did schedule more than one day out there, but circumstances dictated it.

It varies on what times I make my calls on Mon and Wed. Monday this week I was at the dentist all morning and didn't make my first call until about 1:00. I usually will start about 10:00 am since that's when I schedule my first appointment.

Once again, thank you much apreciated.

 

[rousemark]

Successful prospecting is defined as spending more time with qualified buyers... who will buy today.

I think that's what Brain Tracey said.

I prefer to think of it as seeking to secure an interview under favorable circumstances with a qualified buyer(suspect)...All to often we manage to secure an interview but forget about the "favorable circumstances" If the prospect is not willing or able to give you their full attention for the length of time it takes to conduct your interview process, then you really don't have much of a prospect no matter how qualified they may be.

 

[theinsuranceman]

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.

1. Just mail me something: "We already mailed it to you and you filled it in and mailed it back to us. That's why I'm calling you back. Were you checking into benefits for yourself or someone else"? (You need to stay in control). Keep asking questions without too much pausing. Most of the time they will start to engage you in conversation, which is what you want, to bond with you, to do the warm up dance with you.

If they don't start melting down in the next 5 min. I'm asking for referrals before I get off the phone and starting on the next lead. However, a small % will start melting and warming up to you in 5 min. and some of these will result into a sale, making that extra 5 min. worthwhile. If you've been in FE very long, and you can close, you'll see that some of the prospects who give you the strongest objections UP FRONT turn into soft butter 20-30 min. later and turn into an easy lay down.

2. Just drop it off: OK, should I drop it off today or tomorrow? Ok, what time is best for you and I'll see if I have an opening in my schedule for you. Now, before I drop the info off I'll need to find out which info to get together for you. Was the info for you or someone else? Etc., etc.

When you get to the house with the info at the agreed upon time, just proceed as if this was a normal appointment you scheduled. Don't say "I'm here to drop this info off". Proceed as if they had agreed to an appointment when you were on the phone earlier.

3. Quote over the phone: Well..Ms. Jones..we don't even know if you qualify. Then deflect the question and change the subject. Ms. Jones will usually just follow your lead in the conversation. Now you can start the warm-up as if she never even said "give me a quote over the phone".

Whenever you hear an objection you just agree with the prospect then march forward in your presentation as if you never heard the objection. Doesn't make much sense but try it and see the resullts for yourself.

 

[Rearden]

Great rebuttals for shizzle.

1. Just mail me something: "We already mailed it to you and you filled it in and mailed it back to us. That's why I'm calling you back. Were you checking into benefits for yourself or someone else"? (You need to stay in control). Keep asking questions without too much pausing. Most of the time they will start to engage you in conversation, which is what you want, to bond with you, to do the warm up dance with you.

If they don't start melting down in the next 5 min. I'm asking for referrals before I get off the phone and starting on the next lead. However, a small % will start melting and warming up to you in 5 min. and some of these will result into a sale, making that extra 5 min. worthwhile. If you've been in FE very long, and you can close, you'll see that some of the prospects who give you the strongest objections UP FRONT turn into soft butter 20-30 min. later and turn into an easy lay down.

2. Just drop it off: OK, should I drop it off today or tomorrow? Ok, what time is best for you and I'll see if I have an opening in my schedule for you. Now, before I drop the info off I'll need to find out which info to get together for you. Was the info for you or someone else? Etc., etc.

When you get to the house with the info at the agreed upon time, just proceed as if this was a normal appointment you scheduled. Don't say "I'm here to drop this info off". Proceed as if they had agreed to an appointment when you were on the phone earlier.

3. Quote over the phone: Well..Ms. Jones..we don't even know if you qualify. Then deflect the question and change the subject. Ms. Jones will usually just follow your lead in the conversation. Now you can start the warm-up as if she never even said "give me a quote over the phone".

Whenever you hear an objection you just agree with the prospect then march forward in your presentation as if you never heard the objection. Doesn't make much sense but try it and see the resullts for yourself.

 

[rousemark]

1. Just mail me something: "We already mailed it to you and you filled it in and mailed it back to us. That's why I'm calling you back. Were you checking into benefits for yourself or someone else"? (You need to stay in control). Keep asking questions without too much pausing. Most of the time they will start to engage you in conversation, which is what you want, to bond with you, to do the warm up dance with you.

If they don't start melting down in the next 5 min. I'm asking for referrals before I get off the phone and starting on the next lead. However, a small % will start melting and warming up to you in 5 min. and some of these will result into a sale, making that extra 5 min. worthwhile. If you've been in FE very long, and you can close, you'll see that some of the prospects who give you the strongest objections UP FRONT turn into soft butter 20-30 min. later and turn into an easy lay down.

2. Just drop it off: OK, should I drop it off today or tomorrow? Ok, what time is best for you and I'll see if I have an opening in my schedule for you. Now, before I drop the info off I'll need to find out which info to get together for you. Was the info for you or someone else? Etc., etc.

When you get to the house with the info at the agreed upon time, just proceed as if this was a normal appointment you scheduled. Don't say "I'm here to drop this info off". Proceed as if they had agreed to an appointment when you were on the phone earlier.

3. Quote over the phone: Well..Ms. Jones..we don't even know if you qualify. Then deflect the question and change the subject. Ms. Jones will usually just follow your lead in the conversation. Now you can start the warm-up as if she never even said "give me a quote over the phone".

Whenever you hear an objection you just agree with the prospect then march forward in your presentation as if you never heard the objection. Doesn't make much sense but try it and see the resullts for yourself.

Good post and excellent rebuttals.