Common Objections

smokin goose

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Kentucky
I'm putting together my presentation and want to know what y'all are hearing.

And for the veterans, what questions do you ask or how do you defuse them before they come up?
 
I'm putting together my presentation and want to know what y'all are hearing.

And for the veterans, what questions do you ask or how do you defuse them before they come up?


I've always worked on the premise that there is only one real objection and that's money. It can come disguised as many things but that's the core objection.

Take the "talk to my kids" objection that comes up more often than most, if you were giving them a $10,000 policy for free then they wouldn't need to talk to the kids about it.

There are 5 reasons that people don't buy;

1. No Trust

2. No Need

3. No Money

4. No Urgency

5. No Desire

The hardest to overcome is No Trust. The only one impossible to overcome is No Money. And I mean really NO money. Not the smokescreen. Of course they have to trust you for you to find out if they really have no money.

I've had people hand me their check register and a list of their monthly bills and then tell me, "if you can find a way for me to pay for the insurance in there I'll take it".

Everytime that's happened I could not find the money. They were truly broke. But I had to build trust to get to that point. Some of those people have called me back years later when things changed and they could afford something. The last one was a guy that started getting $400/mo from the military that he did not know he was qualified for. He had taken a policy a few years ago and lapsed it after about 2 months because he just couldn't pay for it. Now he can and has been paying $108/mo for about 6 months now.

You have my "system" on hand. If what I do can be called a "system"?
 
people usually will have 2 fears about purchasing something.
1. Unsure if it's the right product
2. Price
 
Also known as, "I don't trust you."

Yea, sometimes, some folks, have to sleep on decision, or are analytical, & have to work it through teir minds from all the angles before making decision, I am working on my ability, to get decision on the spot.
 
Any vets here, how do you overcome this one?

In Florida, it seems like most of them say this. What works best for us is this...

"Mr Jones, I have been doing this a long time and when someone tells me they have to think about it, I know there is only 3 reasons they say it... But first, I have to ask your permission to speak with you as if you were my Brother or my Father.. Is that ok?

1. You don't love your family enough to pay the $65 a month to take care of this.

2. You're just not smart enough to realize that this is important.

3. And since I won't accept the first 2 reasons since I can see that you do love your family, and that you're no ding-dong... it must be that we just met. And that you don't know me. And that you have been lied to, cheated, and stolen from before.

Well Mr Jones, here is my ID. Here is my Insurance license for Florida. This is how I help people like you and this is how I take care of my family. I DO NOT LIE, and I won't risk losing my license just to make a little $65 sale.

SO now that we have established that for the past 65 years you have not taken care of this let's stop with the excuses.

Can I make a suggestion?

Let's start you at the bottom option.

If you decide later that you want to move up, we can do that, but let's get you qualified for now.

Go grab your Drivers License!"
 
Hearing "Let me think it over" means you missed something in the beginning when you should have been pre-qualifying more heavily and specifically.

Usually when I personally hear "let me think about it," usually I did not do a good job establishing the level of urgency, need, and desire in the prospect. Typically, they are the type of prospects that have plenty of insurance, are very marginally interested in more, but cannot bridge the gap regarding coverage versus price.

My rebuttal to the objection above is, "That's fine, Mrs. Jones, and what do you *specifically* need to think about?"

My preferred sales technique is low-key, diplomatic, and empathetic. I don't use some canned response for the objection; for all I know, there might be a good reason to think about it.

Either way, I want to demonstrate to the prospect that I can see where she's coming from, that she has a valid point, and if it makes sense, provide a creative solution to address that objection, in a way that we can do business today.

Any vets here, how do you overcome this one?
 
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