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Frequent Objections and How to Handle Them

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Objections thrive on opposition, but basically die with agreements. - Zig Ziglar

In today's sophisticated, fast-changing marketplace, prospects look to you for information and guidance. They expect you to engage in consultative selling. This means they want both your creative suggestions and your assistance in helping them make decisions.

Here are some examples of frequently encountered objections and how to handle them: 

“PROSPECT TURNS TO SPOUSE AND SAYS, WHAT DO YOU THINK?”

“Mary, before you answer, let me say this. Most wives I talk to think their husbands own enough insurance. But, Mary, I’ve never talked to the first widow who thought her husband owned enough.

“Mary, in answering the question, ‘what do you think?’, let me ask you, do you think this would be enough to take care of you and the children if something happened to Tom?”

“LET ME THINK IT OVER.”

You restate the objection: “Let me make sure I understand what you are saying. You like the plan. You know you need more insurance and you can afford it. It’s just that you want to think it over. Is that right?” Then proceed, “In addition to that, is there any other reason why you wouldn’t want to buy this plan this afternoon?”

Then say, “I think that’s smart. You should never buy a plan this important without thinking it over. But you see, I’m a professional. I wouldn’t want you to ever buy anything that wasn’t right for you. So, why don’t we think this thing over together. Now, what questions do you have that we should think about?”

“I WANT TO COMPARE.”

“Let me make sure I understand what you are saying. You like the plan, you know you need more insurance and you can afford it. It’s just that you would like to compare, is that right?” Then proceed, “In addition to that, is there any other reason why you wouldn’t want to buy this plan this afternoon?” Then proceed with: “I think that’s smart. You should never buy a plan this important without comparing.”

“But you know what would make me feel bad, if while you were comparing something would happen and you couldn’t get this preferred rate. Or, God forbid, while you were comparing, something would happen to you. So what I’m going to do is go ahead and put this plan into effect. You give me a check and I’ll put it in effect today. Then, you go ahead and compare. In fact, I would compare with two or three companies. If you find a plan as good as this plan and an Advisor who will take care of you like me, then go ahead and buy it and I will give you your money back.”

“Now, that’s fair enough, isn’t it?”

“I CAN’T AFFORD IT.”

“Let me make sure I understand what you’re saying. You like the plan, you know you need more insurance, you just can’t afford it right now. Is that what you’re saying?”

Then proceed, “In addition to that, is there any other reason why you wouldn’t want to buy this plan this afternoon?” Then continue, “Think of it this way: Suppose you and your family went to see a movie on a Friday evening. On the way to your seats you see your family doctor, your dentist and your attorney, each of whom you owe money. You’re enjoying the movie until suddenly you smell smoke and someone yells, “Fire!” At that moment, you wouldn’t consider your greatest obligation to be to those in the theatre to whom you owe money, your greatest obligation would be to your family. $_____ less a month to your creditors will not bankrupt them, but unless it’s allocated to this plan, it just might bankrupt your family one day. And you wouldn’t want that, would you?*

*This is just one example of using a story to sell. Stories are powerful selling tools. Choose several stories that you like and learn to genuinely relate them.

 This information and more are in The Game Plan for Sales Success.

Dare and Dream in 2019!

Good Luck and Good Selling, 

Kinder Brothers International


The Game Plan

The Game Plan for Sales Success

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The Game Plan for Sales Success illustrates the Professional Sales Process developed by Kinder Brothers International (KBI) and equips you with a proven, step-by-step client-building framework that provides direction to your sales activities.



 

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