Responses to Client Objections
- Thread starter bdagent
- Start date
- 7,066
Excellent! Why didn't I think of that. Must be why you are making the "big bucks".
The only thing I would add is with the third objection I would say "overruled" then demand the check.
If it were only that easy.
When I first got started, all of my sales were f2f and I acted like Jim Carrey at the end of "fun with Dick and Jane".
I was like I don't care if you cancel the check once I leave, I'm not leaving here with nothing, as my eyes filled with tears. It does work, but your persistency suffers greatly.
- 1,908
Ladies and Gentleman, what you just got here was worth more to your selling career than all the books Tom Hopkins, Steve Schiffman or Brian Tracy could teach you.
Don't you agree?
Wouldn't it, Couldn't it, Shouldn't it?
I know how you feel, others felt the same way until they found out...
- 14,808
Some of the older sales books can do more harm than good. They focus on a premise that everyone's a buyer and if you do and say the right things they'll buy what you're selling.
- 17,076
One thing I learned from experience was to always ask the the secondary prospects what they think. At first I always thought the quiet ones were going right along with the loud controling one.
I was on an appointment selling funeral pre-need and the husband was the one I set it with. I start presenting and quoting prices for his selections etc.
The wife quietly comes in the room late and barely says hello. Husband was VERY assertive and the wife was very mousey.
At the end of the appointment The guys says "Well I just wanted to see how it all worked. I'll look it over but I don't think we need it because we have lots of life insurance ...blah, blah, blah...
The little mousey wife SLAMS her hands down on the table and starts screaming at him very emotionally "You GET THIS DONE! NOW!!! I have been trying to get you to do this for years and you are too stubborn. DO this now or I'm doing it without you!
She wasn't kidding around.
I made that sale and thought it was a fluke thing but within a month of that appointment I had the exact same experience with an old Navy Vet. Smoked his cigar for an hour and told about all his money and how he doesn't need what I'm selling. Wife steps in the room for 5-seconds and says "Im going to pick up the grandkids. YOU get this done!"
He doesn't miss a beat with his story and rambles on for 10-more minutes. I finally say "Are we going to finalize your preplans?" and he says "Well you heard her just like I did."
He hands me a check for over $20,000 and just kept on with his navy stories.
The moral of this lesson is; When there are kids or spouses or friends in the room that don't seem to be the decision makers but the obvious decision maker is just giving you objections and resistance, ask the others what they think about it. Sometimes those quiet ones will close the deal for you.
I was on an appointment selling funeral pre-need and the husband was the one I set it with. I start presenting and quoting prices for his selections etc.
The wife quietly comes in the room late and barely says hello. Husband was VERY assertive and the wife was very mousey.
At the end of the appointment The guys says "Well I just wanted to see how it all worked. I'll look it over but I don't think we need it because we have lots of life insurance ...blah, blah, blah...
The little mousey wife SLAMS her hands down on the table and starts screaming at him very emotionally "You GET THIS DONE! NOW!!! I have been trying to get you to do this for years and you are too stubborn. DO this now or I'm doing it without you!
She wasn't kidding around.
I made that sale and thought it was a fluke thing but within a month of that appointment I had the exact same experience with an old Navy Vet. Smoked his cigar for an hour and told about all his money and how he doesn't need what I'm selling. Wife steps in the room for 5-seconds and says "Im going to pick up the grandkids. YOU get this done!"
He doesn't miss a beat with his story and rambles on for 10-more minutes. I finally say "Are we going to finalize your preplans?" and he says "Well you heard her just like I did."
He hands me a check for over $20,000 and just kept on with his navy stories.
The moral of this lesson is; When there are kids or spouses or friends in the room that don't seem to be the decision makers but the obvious decision maker is just giving you objections and resistance, ask the others what they think about it. Sometimes those quiet ones will close the deal for you.
- 7,066
There are two things that an agent can't combat in this business, ignorance and poverty.
When I go and see someone they know that I'm coming to fill out an app and pick up a check. Otherwise it is a waste of my time and money. I stopped doing "reviews" years and years ago.
I only sell Med Supps.
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