Digital

Natives of
Allianz
Salesmanship Training:
Handling Objections

DNA SALESMANSHIP DAY 1 Philippines

AZ Masters| Funelas Version November 3, 2022
 DNA CLOSING AND HANDLING OBJECTIONS

Agency Sales Process

PROSPECTING

SERVICING APPROACH

HANDLING
OBJECTIONS

© Copyright Allianz PNB Life Insurance, Inc.

CLOSING FACT FINDING

SALES
PRESENTATION

2
 DNA CLOSING AND HANDLING OBJECTIONS

Types of Objections

No need No money No hurry No trust

Why is there a need to Why should client spend Why should client act on Why should client trust
prepare for important his/her money on your your advice NOW? you?
financial milestones? product, service? What makes you
trustworthy?
 DNA CLOSING AND HANDLING OBJECTIONS

Types of Objections

No need No money No hurry No trust

Establish the need. Find the budget. Create the urgency. Probe then answer.
 DNA CLOSING AND HANDLING OBJECTIONS

Skill Model: Handling Objections

E mpathize

P robe

I solate

C lear and Confirm

 DNA CLOSING AND HANDLING OBJECTIONS

Skill Model: Handling Objections

E mpathize
➢ Listen to the prospect and acknowledge the objection of your client.
➢ Just let your prospect talk and recognize the validity of the concern:
1. Maintain eye contact and respond from time to time.
2. Mirror back and/or paraphrase what your prospect said.

P robe
➢ Use appropriate questions to uncover the real objection
▪ Allow the prospect to elaborate by using the TED (Tell Me, Explain,
Describe) Technique
▪ Get some specific details by asking the 5W’s and 1H questions
 DNA CLOSING AND HANDLING OBJECTIONS

Skill Model: Handling Objections

I solate
➢ Zero in the real objection to clear out on other probable concerns
▪ This allows you to provide the right answer to the actual objection
▪ Remember to not just accept your client’s responses at face value

C lear and Confirm

➢ Provide answer to the objection or new information to the client as a rebuttal and confirm
if you were able to address the concern
▪ Use benefit terms and client’s words
▪ Ensure that the objection was answered. If not, return to steps 2 and 3.
 DNA CLOSING AND HANDLING OBJECTIONS

Sample Script: Telephone Approach

NO NEED Sample Response

“I see how you can feel this way toward insurance Mr./Ms. (Name). Life insurance is too often ignored
“I don’t need
until such time that it is needed the most. In most cases, it will not be you who will have a need for it
insurance”
but the people you care most about.”

“I don’t have “That is understandable, Mr./Ms. (Name). Have you ever thought that years from now there may be
dependents” an old woman/man dependent on you? That old woman/man is you.”

“They can
“How about leaving your children with something only you can give them – what do you say we
support
discuss about what you want your legacy to be?”
themselves.”
 DNA CLOSING AND HANDLING OBJECTIONS

Sample Script: Telephone Approach

NO MONEY Sample Response

“I don’t have “It’s admirable how you handle your finances with care. Mr./Ms. (Name), have you ever thought that
budget for perhaps this is the very reason why insurance should be a part of your budget? Tell me, if anything
insurance.” happens to you – what will become of those who you provide for?”

“Mr./Ms. (Name), luxuries in life do cost more. What we’re talking about now is not a luxury but a
“Insurance is necessity – something as important as your family’s shelter, food, clothing, and children’s education.
expensive.” How would you like to have peace of mind knowing that your family continues to have access to their
needs should you be taken out of the picture?”
 DNA CLOSING AND HANDLING OBJECTIONS

Sample Script: Telephone Approach

NO HURRY Sample Response

“I’m glad you take time to reflect on important and life changing decisions. How about if we think it
“I’ll think it over.”
over together? Perhaps there are things I can clarify further.”

“Maybe next “Would you delay providing your family their basic needs – shelter, food, clothing? What makes you
year.” want to delay providing them a lifetime of protection and security?”
 DNA CLOSING AND HANDLING OBJECTIONS

Sample Script: Telephone Approach

NO TRUST Sample Response

“I’m sorry you had to go through such an experience. Perhaps this is a good opportunity for
“I’ve been fooled by other
me to show you how honorable insurance professionals are – and while we’re at it, how
agents before.”
about you let me help you prepare for (mention priority or need)?”

“I don’t know anything “There are more than 30 life insurance companies in the country, and there are a lot of
about your company.” excellent ones – I’m proud to say I belong to one of the best!”
 DNA CLOSING AND HANDLING OBJECTIONS

50 Ways to Handle an Objection

https://tinyurl.com/HandlingObjectionsDNA
Thank you!