Handling Objections

Handling Objections
• 2 Types of Objections
– Misunderstanding
– Valid Objection

• An objection is simply a
request for more
information.
– Do not be afraid of the
objection!
 Valid Objections
• A valid objection is triggered
by fear of making a wrong
decision
– Typically the last step in the
buying process
– Welcome them as a sign that
they are getting ready to
decide to move forward.
 Handling Objections
• Common Objections
– “Not enough time”
– “Don’t have any money”
– “I want to think about this”
– “I need to talk this over with my spouse”
 Objections
• People will always have concerns before they
buy product or enroll.
• Concerns vary from person to person
– “I don’t like to sell”
– “I don’t have enough time”
 Welcome Objections
• Objections are way for a
prospect to express their
desires
• Turn an objection into a
objective
– Restate, in a question form,
the objection in the form of
an objective.
 Objection/Objective Example
• “It takes too long to get the product”
• “So, our objective is to get you the products
when you want them, correct?”
 Objection/Objective Example
• “Your prices are too high.”
• “So, you want to get proper value for your
money, right?”
 Objection/Objective Example
• “I don’t have enough time”
• “So, you want to make sure your time is used
wisely, in a way that you get the best return on
investment of your time, correct?”
 Objection/Objective Example
• “I don’t want to sell to my family and friends.”
• “So, you want to maintain your relationships,
correct?”
• “Yes”
• “If you commit today, we can make sure you learn
how to maintain your relationships and build a
business that enhances the relationships. That’s
reasonable isn’t it?”
 Objection/Objective Example
• “Is this a pyramid scheme?”
• “So, your concern is that you are doing
something that is legitimate and lawful,
correct?”
• “Yes”
• “Do you know what a pyramid scheme is?”
..and carry on..
We believe that objections are requests
for more information.
• Encourage objections, especially the hidden
or unspoken ones

• A person will not buy or enroll until the his

concerns are satisfactorily handled.
If a person doesn’t buy
or enroll then ask:

• “Is there anything else

that concerns you?”
• “What else may be
stopping you from
moving ahead?”
 Handling Objections
1. Listen to the objection.
2. Clarify it: “As I understand, you do like the marketing
plan and you think the products are great, so it’s the
money that would keep you from starting right now?”
3. Identify with them: “I know how you feel…”
4. Never argue
5. Explain your answer
6. Verify you cleared every objection thoroughly. “Does
this answer your question?” or “Does this take care of
it?”
7. Close
 Handling Objections
• Communication is 55% body language
– LISTEN!
• Your prospect believes he is right.
• Understand his point of view so you can overcome
objection.
– PROVIDE PROOF!
• Deliver strong proof in a way that does not discredit
the prospect in the process
– Tell a story
– offer testimonial
– do a demo
– use data, ie average incomes.
 SOME COMMON OBJECTIONS
•OBJECTIONS
•  

•How much rebate?

•We will talk about this in our meeting.
• 
•Call me before coming
•I feel awkward to disturb you again with my phone calls & I don't want to disturb your busy schedule.
•I have other appointments in the same area so I will drop in to your place.
• 
•Not Interested
•Because nobody has taken much efforts to explain the benefits for you, your family & their future. To
explain this in proper manner I want to meet you.
•I am going to talk about the things you are going to get interested.
•You might not be interested in Insurance, but you are interested in your family & their welfare, security &
future.
•Generally people are not interested in those things that they do not know about.
• 
 Objections Contd…
• Don't Know the Referee
• No problem. What I am going to talk to you is so much important that
I need to meet you.

• 
• Gives very little returns
• To discuss about good returns I will like to meet you.

• 
• CA will decide
• Your CA may not be in a position to give details about you & your
family. So we will meet first. After finalizing the matter I will meet
with your CA.
• Let me learn your thoughts about your future & your family & its
securities. Then after finalizing I will meet your CA to talk about
financial aspects.
• 
 Objections Contd…
• Talk to my wife
• I will meet her since it is about her & your children's
future, but I will like to enlighten both of you together
so that you will be able to take quicker decision.
• 
• We can't meet together
• It will be worth if your wife should take a day's off to
discuss the very important matter in your life & your
children's future.
• 
• Sufficiently Insured
• It is good, but I can evaluate the value of life as per
your present standard of living.
• 
 Objection handling………..
• Already have an agent
• It is nice that you already know the importance of Insurance. But I would like to
evaluate your portfolio as per your present standard of living and present needs &
update it if required.
•  
• Send brochure / Information
• There are more than 100 plans to fulfill different needs of an individual. To
understand your needs in proper manner & explain this I need to meet your
personally.
•  
• Busy
• That is why I called up before coming to your place. I want to meet you at your
convenient time.
•  No time at your suggested time
• Can you tell me your convenient timings?
 Objection handling………..
• No / Less money
• We can find out some solutions to minimize cost.
• We will work out that this will not affect on your family's security and
future.
• While talking about ups & downs you yourself might get some solution.
•  
• Going out of town
• As you are going on a family tour from which I can understand how much
you give to your family. What I am going to talk to you is your love &
commitment for them and the way to express it.
• You are working so hard in business to brighten your & your family's
future, so I want to talk to you about you & your family.
• Can you spare few minutes for meeting.
Remember,
successful
Agents love
objections!