The "Think About It" Objection.......

[smokin goose]

The think about it objection has never bothered me. I just address it, be compassionate about their feelings, but keep going. For whatever reason that's been the easiest one for me to overcome.

When they say that, to me, it means they're interested.

 

[indiana260]

Try this. ..

"Mrs Smith, when you say you want to think about it. Do you mean you want to decide between my plan and someone else's? Or are you going to think about weather or not you want to make arrangements to cover your final expenses while your still here so your children don't have to when your gone"

In my experience if they are comparing plans it is always with Globs or NYL. Just point out that it is term.

It is very rare that someone will say they are deciding about weather or not they want to stick their kids with the bill. Most will act like you just cussed in church. Then you just explain how your independent and you shop for b the best plans in the market. When you find one better than the one you have been using you sign up and sell it to. and show them the different companies in your book or how fex quotes shows the lowest price or explain what you get for going with the $1 more plan.

At this point ,As someone else said, get them saying yes to every question you ask. Then sympathetically say, this plan provides everything you said you wanted. Now tell me again why aren't we getting you started today? Look puzzled.

 

[rndz7]

Your insurable today, tomm you might not be. Also there is a ten day free look.

 

[PA Bill]

No offense to some of the other posters who advocate selling on recission( the right to cancel). Back in my home improvement days this would literally get you fired if they caught you. As a new agent, you would get a lot of NTO's. It would hurt your reputation with your carriers and upline- you're just wasting people's time , including your own. Not to mention the chargebacks you would incur if you are taking advances. These factors could sink your career right out of the chute. It is a very weak way to sell. I mean selling on the basis of being able to cancel? C'mon man! Master your craft and bust your butt and if you do decide to do it once in a while make sure your budget can absorb the inevitable NTO's and chargebacks- again if you are taking advances. Because obviously the carriers will automatically and instantly call the loan and possibly put you in a pickle with your bills. NTO's will sour the all important attitude as well.

 

[jdeasy]

^^While not that drastic I do agree with most of that.

The "think about it" is my least favorite close and I rarely use it anymore. There was a time when I used it quite a bit and that was early in my career. As I got better the need for that close went away slowy but surely.

I can't remember the last time I had to resort to that. And it is that, a last resort.

 

[smokin goose]

Try this. ..

"Mrs Smith, when you say you want to think about it. Do you mean you want to decide between my plan and someone else's? Or are you going to think about weather or not you want to make arrangements to cover your final expenses while your still here so your children don't have to when your gone"

In my experience if they are comparing plans it is always with Globs or NYL. Just point out that it is term.

It is very rare that someone will say they are deciding about weather or not they want to stick their kids with the bill. Most will act like you just cussed in church. Then you just explain how your independent and you shop for b the best plans in the market. When you find one better than the one you have been using you sign up and sell it to. and show them the different companies in your book or how fex quotes shows the lowest price or explain what you get for going with the $1 more plan.

At this point ,As someone else said, get them saying yes to every question you ask. Then sympathetically say, this plan provides everything you said you wanted. Now tell me again why aren't we getting you started today? Look puzzled.

After those trial closes in your last paragraph, I would just go for the assumptive close at that point instead of asking "why aren't we moving forward".

"So plan X is the one you wanted, right?" or something like that.

Not saying its right or wrong. It's just what I do. Comments??

 

[indiana260]

^^While not that drastic I do agree with most of that.

The "think about it" is my least favorite close and I rarely use it anymore. There was a time when I used it quite a bit and that was early in my career. As I got better the need for that close went away slowy but surely.

I can't remember the last time I had to resort to that. And it is that, a last resort.

I agree 100% in last resort.

----------

Aaskingfter those trial closes in your last paragraph, I would just go for the assumptive close at that point instead of asking "why aren't we moving forward".

"So plan X is the one you wanted, right?" or something like that.

Not saying its right or wrong. It's just what I do. Comments??

If your good at assuming the sale then have at it.
I find that I do better by asking questions and then seeing the logical answer with the customer than I do with assuming the sale.

 

[WinoBlues]

No offense to some of the other posters who advocate selling on recission( the right to cancel). Back in my home improvement days this would literally get you fired if they caught you. As a new agent, you would get a lot of NTO's. It would hurt your reputation with your carriers and upline- you're just wasting people's time , including your own. Not to mention the chargebacks you would incur if you are taking advances. These factors could sink your career right out of the chute. It is a very weak way to sell. I mean selling on the basis of being able to cancel? C'mon man! Master your craft and bust your butt and if you do decide to do it once in a while make sure your budget can absorb the inevitable NTO's and chargebacks- again if you are taking advances. Because obviously the carriers will automatically and instantly call the loan and possibly put you in a pickle with your bills. NTO's will sour the all important attitude as well.

X2.... .... . ..... .. ....... ............. Lee

 

[HoosierLife]

Yeah I don't know what I've been doing wrong the last few weeks, but all of the sudden I've started hearing the "I need to think about it objection."

I've switched back to using JDs presentation incorporating everything I liked from Travis'. I also picked up a few things from the "FE mined gold" thread...again. Thanks EE.

I did it mainly for the #4 question: When.

This is what I'm gonna say for that today and see how it goes:

"They say the best time to make a decision is when you have all the info in front of you, so this is not really a "I need to think about it decision," So, if we can find a plan that you qualify for, meets your needs and your your budget and YOU SEE THE VALUE, YOU BE THE SOLE JUDGE, I'm going to do my part and obtain PROTECTION for you today. DOES THAT SOUND FAIR ENOUGH"?

 

[TDFnCali]

No offense to some of the other posters who advocate selling on recission( the right to cancel). Back in my home improvement days this would literally get you fired if they caught you. As a new agent, you would get a lot of NTO's. It would hurt your reputation with your carriers and upline- you're just wasting people's time , including your own. Not to mention the chargebacks you would incur if you are taking advances. These factors could sink your career right out of the chute. It is a very weak way to sell. I mean selling on the basis of being able to cancel? C'mon man! Master your craft and bust your butt and if you do decide to do it once in a while make sure your budget can absorb the inevitable NTO's and chargebacks- again if you are taking advances. Because obviously the carriers will automatically and instantly call the loan and possibly put you in a pickle with your bills. NTO's will sour the all important attitude as well.

While Wino, JD & others might agree with this, I dont. I see its merits in most sales situations & maybe other demographics its 100% true, just not FE in my opinion. As JD has said (and rightfully so) a 1000 times on this board, the FE market are world class procrastinators. So, a lot of times (not all) the "I need to think about it" is just another way to put it off longer so they dont have to pay, even though they want it.

I have used the "lets get u approved & get the policy in your hands for you to review before your 1st payment" approach oh, I dunno, maybe 10-15 times in the 18mos Ive been doing this. When I know they want it, and its not the product or price, its just they are nervous to actually commit to anything new (CHANGE) & actually do it. And Id say, out of all those times, 2-3 have called me back to cancel...so I will con't to use it in the right situations, but I dont believe its weak, not for this market.