Keys to Overcoming an Objection
- Acknowledge or agree with the objection immediately (validate the clients concern): Until you do this, the client will not hear or accept what you have to say. Remember that if you want the client to respect what you have to say, you must show respect for them and their concerns also.
- Take them back around – get back to the idea you're trying to communicate. Go back to a step in the presentation or a page in the flip chart which relates to the objection and re-educate the client on that subject. At this point, it is imperative that you maintain control of the conversation without having to impose control. The client should follow your lead at this point if you are successful at redirecting the objection back into the conversation.
- Move to close: DO NOT just answer and pause/stop. The client does not know the next step . . . you do! Rake out the application and start writing, go to the close, set the appointment, etc.
Bottom line: Be attentive to the client and any concerns, but be a leader! Remember, you are the insurance expert! The client needs you to lead them or they wouldn't need you. Stay in control of the conversation and the direction it is going while maintaining respect
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