Rebuttals

[Gooner]

Ma'am I am like a Doctor. You don't have anything I haven't seen before (Okay I wouldn't have the balls for that one but just had to comment)

Pretty sad that I've actually used that one in a home, when I got a little more of a view from 'Betty' than I cared too...she was more embarrassed than me lol

 

[GTC1]

It's the leads, the leads are weak.

"YOU'RE weak! I could go out with your leads and make $15,000 TONIGHT!"

 

[summerof18]

Amber.. The sales process is basically the same with any product. From what I have gather most of the full time FE guys also spend some time educating their prospects.. Many carry a laminated sheet explaining the difference between term and WL and explain why WL fits their need better than term. If you were getting no objections in the med Supp market, it is becasue you were handling the objections in your presentation before the client raised them.. You can do the same with FE. Objections are going to fall into one of four categories.. No Trust, No need, No urgency, and no money. Design your presentation to build trust by telling them a bit about your professional liife, showing them your license, telling them you are going to shop their coverage for the best deal for them, etc. . then lead your prospect to stating their need and then use their thoughts to create urgency for action. Do these things during the presentation and you will get very few objections at the close.. As far as the money, I try to get that out of the way up front by asking for a dollar commitment once the need has been established.. There are many different ways to do this .. The one I was taught was, " If I could show you one of the best plans ( or solutions to your problem, etc.) you have ever seen., you be the sole judge, how much could you set aside each month?" If they don't answer, ask, "could you set aside $500 per month?" That will usually get a response of , "Lord , no!".. Smile and say, I know what you mean, I couldn't either.. but I bet you could set aside a $1.00 per month" to which they will agree.. "Well, you say you can't afford $500 but you can a $1.00. Some where in between those two ridiculous amounts is a realistic figure.. How about $100?" (or whatever figure you prefer) and drill down from there.. If they are truly broke, there isn't anything you can do and if they won't make a commitment, you are usually wasting your time.. Excuse yourself and go somebody you cal sell.

Thank you for all the input!

Amber

 

[Thad.Sipple]

"YOU'RE weak! I could go out with your leads and make $15,000 TONIGHT!"

Made me smile.

.......

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Amber.. The sales process is basically the same with any product. From what I have gather most of the full time FE guys also spend some time educating their prospects.. Many carry a laminated sheet explaining the difference between term and WL and explain why WL fits their need better than term. If you were getting no objections in the med Supp market, it is becasue you were handling the objections in your presentation before the client raised them.. You can do the same with FE. Objections are going to fall into one of four categories.. No Trust, No need, No urgency, and no money. Design your presentation to build trust by telling them a bit about your professional liife, showing them your license, telling them you are going to shop their coverage for the best deal for them, etc. . then lead your prospect to stating their need and then use their thoughts to create urgency for action. Do these things during the presentation and you will get very few objections at the close.. As far as the money, I try to get that out of the way up front by asking for a dollar commitment once the need has been established.. There are many different ways to do this .. The one I was taught was, " If I could show you one of the best plans ( or solutions to your problem, etc.) you have ever seen., you be the sole judge, how much could you set aside each month?" If they don't answer, ask, "could you set aside $500 per month?" That will usually get a response of , "Lord , no!".. Smile and say, I know what you mean, I couldn't either.. but I bet you could set aside a $1.00 per month" to which they will agree.. "Well, you say you can't afford $500 but you can a $1.00. Some where in between those two ridiculous amounts is a realistic figure.. How about $100?" (or whatever figure you prefer) and drill down from there.. If they are truly broke, there isn't anything you can do and if they won't make a commitment, you are usually wasting your time.. Excuse yourself and go somebody you cal sell.

Very good stuff.

...........

 

[InsKid]

I said, "you know what Sue, I completely understand and definitely don't want you to strain yourself. All I'll take is a couple of minutes to see if you qualify. if you qualify I can come back anotger time and we can get you covered." She agreed and I went into the presentation, 30 minutes later she was thanking me for getting her covered.

Very nice, I will use this one, probably even today.

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Treat the objection as just another problem that they have, and you have a solution for

Great advice, thanks for the advice. I'm sure these will help me get a few more sales that I might otherwise let slip by due to my lack of experience.

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