The Insurance Agent's Resource
For all the improvements to the insurance and investment business over the years, objections stay the same. They are just as prevalent. They seem just as powerful. They are just as scary. The reason is that human nature hasn’t changed at all. We all wish for and even expect smooth “sale-ing” and are routinely surprised when objections come up. It’s an unreasonable expectation but we have it nonetheless. Understanding that objections are a natural and necessary part of the … [Read more...]
Have you ever heard this objection from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you.” Unless you’ve only been in sales a day or two, you have. In most cases what are they really saying to you? They’re saying, “I want to know if I can get it cheaper or better somewhere else.” It’s usually a money issue when you hear those words. Occasionally, the client will not be certain the product meets their needs and is looking … [Read more...]
What two crises does every sale have? Objections and “the close”. It's at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis moments to create deeper rapport with your prospect instead of the stress they normally create? When you learn to do this, and when you learn the fine skills of handling objections, you'll see an immediate doubling of your income. Am I making wild claims about income? Award-winning research … [Read more...]
Sooner or later whenever any of us buys something we will want to know the price. Then, in our heads we go through an internal process of evaluating whether it’s worth it and if we decide that it is, we make our purchase. Very often what is perceived as a price objection is actually a request for more information, without knowing the price we are unable to decide. Interestingly, if people only made purchases on price alone 93% of organizations would be out of business. Price objections can be … [Read more...]
How do you currently handle the brush off, "Just email me – or send – me your information"? Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in their pipeline and then begin the frustrating process of chasing unqualified leads. If you’re doing this as well, then I don’t have to tell you what it’s like trying to get back to these leads. Want a better way? I was having a conversation with a director … [Read more...]
The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of your prospects; and you probably find the question of price comes up in your conversations with prospects long before you have had the opportunity to build value in your product and service. The price question presents you with a serious dilemma—how do you honestly answer the question of price, yet at the same time save a … [Read more...]
