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Overcoming
Objections Is The Key To Making The Sale
Regardless of how qualified a lead or referral is,
you should still expect to hear an objection or two before you write an
application. The degree to which you are prepared to deal with that
objection can determine whether you will have made a sale or a wasted
trip.
On rare occasion the objection is the result of the
prospect’s concern about being taken for granted; however, it is
normally an indication that they are not yet sold on the product, or
you, the agent. The way you present your self to your prospect, and the
manner in which you present your products and message will determine to
what degree the prospects objection is their lack of confidence in you
or whether they just want to be sure they are making the right decision
before they make a buying commitment to you.
It is important to note that there is a significant
difference between OBJECTIONS and CONDITIONS. An OBJECTION is a concern
or reluctance raised by an individual that is capable of making a
purchase. A CONDITION is a set of circumstances that make it impossible
for the sale to be made at that time. If you understand the difference
you will know when a sale is possible and when it is not.
What follows is a list of common objections that
some agents have a difficult time overcoming and some very effective
solutions.
• “We want to think about it.”
What they are really telling you is that buying
from you is not right for them. This is an easy objection to overcome
by getting them to focus on what their needs are and which of your
products will serve that need. “Fine, which one of the plans I have
shown you are you thinking about?” Be persistent until they give you an
answer and then use the “No Obligation” close.
A complete explanation and script for this close
and others are available at
www.lifeleads.net.
• “We want to shop around.”
Again, what they are telling you is that they have
not yet accepted YOU. The reality is that most people do not want to
deal with life insurance and the unpleasant associations it has any more
than necessary. If you can make them feel comfortable enough, they will
buy it, tonight. The "NO OBLIGATION" close is very effective with life
and disability insurance and should come out of your mouth in a smooth,
unrehearsed, even manner that sounds like you have been using it for
years.
"Fine, let me explain how you can be protected
tonight, without any obligation, and still be able to shop around. You
can apply right now, get the application out of the way, be covered by
paying the initial premium which you can get a full refund on when I
deliver your policy, and call as many life insurance agents as you want
to compare rates. It might surprise you that while I took only ten
minutes to explain our products, the average agent will spend HOURS
explaining everything in his briefcase. Most people don't like to spend
every night for a week listening to insurance pitches. You can start
with one of these policies and CALL around for rate comparisons. I
think when you are done you will find you can’t do any better."
A complete explanation and script for this close
and others are available at
www.lifeleads.net.
• “We can’t afford it.”
Sometimes this is a lack of confidence in you
issue, and on other occasions it is a valid concern about how the
premium will affect their budget. The percentages will work in your
favor if you first try to deal with the cost issue. By asking:
“Which one of the plans are you thinking about?”
you can narrow the choice to one, which is always
the last step towards making a successful close. If this doesn’t get
you the answer you are looking for you can ask if the least expensive
plan will fit into their budget. If they say no you should actually SAY
the monthly premium so there is no misunderstanding as to how much money
you are asking of them. If they still say they can not afford it you
can ask them if they are willing to place something this important
before something else in their budget. Ask them what they would have to
give up if one of them died and that person’s income was lost. It
should make them think.
If you HONESTLY believe they can not afford it then
you have encountered a condition, not an objection, and conditions
cannot be overcome that day.
A complete explanation and script for this close
and others are available at
www.lifeleads.net.
All objections result from:
Once you understand the under lying reason for the
objection, closing a case that others probably wouldn’t be able to is
normally just a matter of knowing what to say and being properly
prepared to say it. For a complete explanation of how to recognize
whether your objection is really trust, value, or need; visit
www.lifeleads.net.
About The Author
Mr. Osman is the pen name of a nationally
recognized award winning life insurance Master General Agent and
consultant and has been developing life insurance leads and teaching
closing techniques for almost twenty five years. Contact him at
LifeLeads.net (605-362-2576) or at
eric@lifeleads.net.
Copyright Eric Osman © 7/10/06
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