All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.
To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.
Some basic objections to products, or even to making appointments, include:
- Time and work pressures
- Complacency
- Price above ability to pay
- Price not measured against value
- A bad experience with the product or company
- Lack of information (poor sales presentation)
- Fear of criticism
- Lack of rapport
- Lack of trusting relationship
- Poor selection of prospects
The buyer needs assurance that his reputation and business are safe in your hands; you must sell yourself in addition to your product.
The verbal response to the prospect's objection should be paired with eye contact, appropriate sales tools and visual aids, and success stories.
Review possible objections before the call, and critique your performance both before and after by asking the following questions:
- Who am I going to see?
- What am I going to sell?
- Why does this prospect need it?
- What objections are anticipated?
- How will they be answered?
- How will the close be handled after the objections have been overcome?
- How are sales tools, visual aids, testimonials, and success stories used?
- How does the reply to an objection lead into the close?
Every sales objection is a sales opportunity. If handled correctly, it can lead to an order.
The goal of the CompleteMarkets editor is to bring valuable content to the CompleteMarkets members. Providing content to insurance professionals to enhance their sales process, increase revenue streams, understand their clients and provide value to their agency.