Published on March 1, 2014
Overcoming concerns or objections Jacob Belt, Vice President Freedom Equity Group March 1, 2014
Now What? You did the seven magic words, they’ve seen the video, they’ve agreed to a meeting, you’ve taken them through the orientation power point now what???? Can asking questions be the answer? Do you agree or disagree with the following statement: “Your value as a FEG producer or recruiter and the size of your weekly wire transfer into your bank account is determined more by the amount of information you obtain than by the amount of information you present?” Obviously the answer is the information we obtain is more important;
Advanced Listening and Questioning Techniques What are some of the NEGATIVE consequences of NOT qualifying a prospective FEG partner? Wasted time, Frustration, Hopeful that something good will happen, You believe you have something you don’t, You leave the field, Etc...etc…etc… Agony of Defeat!
Advanced Listening and Questioning Techniques Are there any positive consequences to NOT qualifying a prospective FEG partner? Obviously NO there isn’t How do you go about qualifying or disqualifying a FEG Associate or Customer to our opportunity? You’ve done the seven magic words, they’ve seen the video, they’ve agreed to a meeting, you’ve taken them through the orientation power point? How do we find their why?
Summarize information….. or By GIVING them more GETTING more information? We can make the best use of our time in FEG by qualifying people before we move forward. Qualifying or disqualifying a person is accomplished by gathering information vs giving information. The negative consequences of not qualifying people far out weights the positives Correct? Since we all seem to agree on the above. Why do you think we find it easier to answer questions or respond to a stall or objection by explaining our thoughts on the matter?
Childhood Conditioning Parents teachings… ”speak when spoken to” Mother’s admonitions….”stop asking so many questions” or “don’t make a pest of yourself” Teacher’s…. stroke for answering a question.
Why? How many hours in a year? 8760 Between the ages of birth thru 10 years old, we were stuck in the submissive early childhood programing from the authority figures in our lives “speak when spoken to world” In 10 years time that is 87,600 hours minus the 30,000 we slept leaving 57,600 waking hours where you were drilled to answer questions when asked, speak when spoken to etc.
Reinforcement Now I’m here to inform you that in this one hour I want you to override that impulse and ask questions in response to a question a statement or an objection! Probably not going to happen, but we have to start somewhere! Let’s take a look at some common stalls and objections team members have been accumulating!
Common Objections I need to think about it. I don't have any money. I need to talk it over with someone. Can you send me a proposal? I don't have the time. Insurance and Annuities I was told were.... I'm already working with someone. I'm not interested. How come I'm never heard of this before? I can do better in the __________ (Market or Roth) I believe in buy term and invest the difference. Suze Orman/Dave Ramsey says ..." Insurance is too expensive
Why did they Ask? WHY do you think they ask or made these statements? Oh Suzy said because they are confused. Harry said because they really believe what they said. Mikey said their just working you. Mel said they’re telling you the truth Lucy said they don’t know enough about FEG’s products
Crystal Ball? Does everyone feel that each human being in the world is truly unique? There are 7 Billion people in the World each with its own set of DNA! I mean they can put you in jail based on your DNA correct so we are all unique individuals. How can you possibly know why a person asks any question? The old assume…Ass.U.Me
“I” Centered The number one problem in sales and for that matter society in general is “I” centered behavior and beliefs.
What’s the Solution? Responding to a question or statement with a question!! Prospect: Insurance is expensive! FEG; you must have brought that up for a reason? Prospect: I’ve looked at it in the past and the quotes were outrageous. I have a lot of bills right now. I am not sure what I could afford. This is called the strategy of reversing answering a question with a question; the reason for the strategy is two fold
Two Fold Answwer First it enables you to discover the reason for the question or statement- the real intent of the statement/question. Secondly it enables you to gather more information! Because when reversed the an individual will usually refine or redefine their original question giving you more information; remember how we qualify and disqualify? Sound a little rough, like maybe the person you’re reversing will catch on to you? First off the prospect will never see the reverse when they are emotionally involved.
Softening Statements I appreciate that I understand Good question Good point I’m glad you asked Everybody ask that A lot of people ask that I see That sounds important to you I hear you Interesting question That makes sense
Role Play Al; Why haven’t I heard of this before? Jake: Good Question- you must have brought that up for a reason? Al; Well yes I did, I’ve been looking into insurance items and haven’t come across this before. Jake; The IUL? Al; Yes Jake; Why do you think you haven’t come across it? Al; well sometime I think my existing guy isn’t very bright so maybe it’s him!!!lol I don’t think he even knows I’m still his client because I haven’t heard from him in years!!
Role Play How was the objection handled? We gathered more information rather than jumping to answer the question. Al answered his own question. There is only one person qualified to address the objection….. The Prospect!
Score Card Al: 57 words Jake: 22 words Remember to qualify or disqualify… we gather information!
Softening Statements- Reverses Let’s put a few together!!! I appreciate that- You must be telling me that for a reason I understand- Is that a big concern of yours? Good question- Why did you just ask me that just now? Good point—If you were me what would you do? I’m glad you asked-If we could provide that what would be the next step
Softening Statements- Reverses Everybody ask that- why is that important to you? I see- and you’re pointing that out because? That sounds important to you I hear you-if you were me what would you do? Interesting question- I’ll have to get back to you, help me, Why did you ask it? That makes sense- I get the feeling?
Objections & Answers I need to think about it. I appreciate that you must have brought that up for a reason? I don't have any money. I see you must have brought that up for a reason? I need to talk it over with someone. I understand you must have brought that up for a reason? Can you send me a proposal? That makes sense you must have brought that up for a reason? I don't have the time. A lot of people say that you must have brought that up for a reason? Insurance and Annuities I was told were bad. Interesting you must have brought that up for a reason?
Objections & Answers I'm already working with someone. I hear you and you have brought that up for a reason? I'm not interested. So it’s over you’re not interested? How come I'm never heard of this before? I hear that a lot and you must have brought that up for a reason? I can do better in the stock market. I appreciate that you must have brought that up for a reason? I believe in buy term and invest the difference. Help me understand you must have brought that up for a reason? Insurance is too expensive I appreciate that you must have brought that up for a reason?
The New Way Gathering information is the key, take coppice notes in their words, don’t be afraid to say that’s a new one I’ll have to get back to you on that. Your job is to gather information and bring it back to the team and come back with recommendations. Slow down, sales people as a group, go to fast thinking that they need to have an answer to every question. Pause…when you’re interacting with a prospect take a second to pause and gather your thoughts and respond appropriately.
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