28 Objections
One of the great things about blogging are the comments and the emails I get from so many business professionals, salespeople and sales managers. A great example is David Moore from the UK, who regularly leaves his insights here.
However, sometimes you come across a comment where you can't help but do a double take. This comment is so long, I cannot post it here, so you'll have to click this link: comment from Savio.
Savio wants me to turn around 28 objections for him! Unfortunately, Savio’s problems run much deeper than his inability to overcome objections. What he'll seriously have to start overcoming are his own perceptions because apparently he see's himself failing in every aspect of his business (See Yourself Successful).
In the very first paragraph he writes:
“I feel that my relatives and friends will reject me for being a life insurance agent as they are more successful and earning lots more money than what I am earning. In fact some of them have already rejected me and disapprove of me for being a life insurance agent. I am worried what other people will think and say about me.”
Right away this tells me that Savio does not believe in what he is doing, otherwise he wouldn’t be worried about what other people think. Plus, it’s obvious he does not believe in his product (see Belief).
There is nothing wrong with being a life insurance agent. Ask any family who has lost a loved one, and was still able to maintain their lifestyle; provide for a spouse or children’s education; or, not have to sell the house and downsize; all because of financial help from a life insurance company.
And I have a rule that applies here! It is impossible to help those who expect a commitment from others to be much greater than their commitment to themselves.
Warren Greshes
in Client Relationships, Overcoming Objections, Personal Motivation, Responsibility, Sales, positive attitude, success
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Reader Comments (6)
I have seen your video clips, and I could not help but laugh when I read this! I could almost visualize your reaction to this comment.
First of all, yes I believe Savio is probably the first salesperson to list 28 objections one-by-one in the comment section of a blog! Somebody call a medic.
Secondly, I do agree that an unwavering commitment to your service or product and a belief that you are the best person to be doing the job, does wonders for your confidence! It creates less objections by virtue of the fact that you're inspiring people to buy.
Cheers,
Michael
Thanks for the name-check.
28 objections? Is that all? I would be really happy if all I, or all of my team, heard were the same 28 objections.
By the time Savio has listed them out he could have countered them and sold.
There is enough material out there on your site, my site and countless others but it looks to me like Savio wants a quick answer without doing the work. Does he just stand there in shock when they come up again? Its a little like someone being amazed when Christmas comes around again on December the 25th (Woah, didnt see that coming!)
So..
1)We already have an life insurance agent.
"I would be surprised if you haven't. You seem like the sort of person that makes great decisions...but, obviously, there are options to what you have and I would like to show them to you"
2)Just bought an life insurance policy , no longer have a need for what you offer.
"Really, who have you gone with?"
3)I'm happy with my current insurance agent.
"Many of our clients said the same thing before they saw what we had to offer"
4)Can't give out that type of information, company proprietary.
"Well, can you tell me the name of the person who organises the insurance?"
5)Have a friend in the business who we buy through.
"Really? Who is that, I may know them"
6)The returns are very less.
"Well lets look at what else you get..."
7)The premium is very high.
"What is it specifically about the premium that makes you think that?"
8)I cannot afford it.
"Putting the cost to one side for the moment, you can see that this is the right one for you, cant you?"
9)I will give you a call, but the prospect never phones.
"Your a busy person like me, lets schedule a time right now and I will call you. We want to save you money not cost you money"
10)I have some other priority and commitments.
"I am sure you do. You already have a job and things to do. Working all this out is MY job."
11) I have recently bought house my expenses are very tight.
"We'll let me see what we can do that fits within any perceived budget you have"
12) The other company is giving higher dividends and returns for the same policy at the same price (Premium amount).
"Well lets look at their history and what other benefits they provide you in comparison to us"
13) I don't need it right now call me after
three weeks.
"Lets schedule a time right now. In fact, lets go over things now to save time then"
14)why do you want to sell your policies here in my company.
"My researchers tell me that your company would benefit from our policy, lets see if we got it right"
15)I do not have time, Call me next week.
"If you were rushing to a meeting and you were ten minutes late you would stop to pick up a wallet on the sidewalk wouldnt you? (pitch)"
16)I dont need insurance cover for my children.
"Thats interesting! Why do you think that"
17)The returns in other investment schemes are very high compared to what you're offering in your scheme.
"So you have obviously looked around at options, its strange you havent contacted us before, let me explain"
18)We already have a corporate agent.
"Who is that? I may know them"
19)I don't have the budget.
"Putting budget aside, does this seem as great to you as it does to everyone else?"
20)Just recently I had a very huge expenses.
"You cannot place a dollar cost on security for your family"
21) I am on holiday call me next week.
"Lets meet later, where are you, I could do with a holiday myself"
22) My mother is not well.
"Is she insured?" Just joking
23) I have to pay bills, I don't have money.
"Well lets look at how we can ease your entry into this system and work it around your budget limits"
24) I will speak to my people and let you know, after few follow up the prospect says I didn'nt have time to speak to them.
"Your a busy man/woan. Let me speak to them for you as they may ask you questions that only I could answer"
25) How much commission will you earn from this policy and how much rebate will you give me.
"I am paid by the company, not you."
26) Do you do other investments such as stocks, bank savings and deposits etc.
"What kind of thing are you looking for?" Thats a buying signal!
27) Other financial investments are better than buying life insurance.
"Many of our clients thought that before we explained..."
28) I am already saturated with life insurance policies.
"Lets speak and do something now and all that will stop"
All the best
David
Thanks for answering those objections, because I certainly wasn't going to do it. All I know is if you're getting more than one objection per call you're definitely doing something very wrong.
You hit it right on the head. The unwavering commitment to your product and service along with the belief that both you and your company are the best is what inspires clients and prospects to buy. Remember people don't hear what you say because most people don't listen. But they do hear your attitude and they feel your commitment and that's what they are going to buy.
Great comment! My favorite turnarounds always start with, "Many of my other clients felt the same way...., why? Because right away it accomplishes three things;
1) It lets the prospect know you have other clients. Don't assume they know this.
2) If you have other clients that means other people are buying from you, which means whatever you're selling must be pretty good and that tells the prospect maybe they should get in on this. Remember, most people won't do anything unless they know everyone else is doing it.
3) You've told the prospect their objection is legit and that others felt the same way, but now they've seen the light and are buying: which means, Mr. Prospect, it's OK for you to buy now.