When they say NO, it does not end there
Almost all insurance agents from every part of the country have experienced being rejected by customers. It is a part of the selling world. Consumers have the right to say NO if they don?t want a certain deal or package.
On the other hand, sales people need to master the art of accepting this as a challenge. This will help you if you want to be a top agent. As a sales person, you have to learn the art of overcoming objections without causing a fight. Listed below are helpful tips on how to overcome ?send me some info? blow offs:
? Pause to compose yourself
When a lead says NO, it does end in a period or an exclamation point. It usually ends in a comma. Pause. Say nothing for at least 5 seconds. Gather your thoughts so that you don?t lose your composure. Common mistake that a sales person tend to do is to react upfront. They become defensive thus totally blowing off the prospect. There is a big chance that the lead is also trying to measure you up.
? Empathize
It is simply the act of putting your situation in the lead?s place. Sympathize is superficial. Empathy uses all the 3 Magical F?s ? feel, felt, found. Yet, do not overdo it by using too many words when you empathize. Say it in a manner that you sound real and not just being dramatic about it. Be careful especially if you are dealing with seasoned sales lead, they may not like it. If you deliver your empathy statements truthfully, you may get to win their trust and they will know what you are trying to accomplish. Some powerful empathy statements are as follows:
?I totally understand how you feel, Mr./Ms??
?I know where you are coming from, Mr./Ms? let me help you??
? Actively listen
Listening is totally different from actively listening. The latter is when you hear and comprehend, while the former is hearing, comprehending and giving out solution or suggestions. When a lead gives you a cold call, actively listen to his voice as well. He may have said no at that time moment because he is simply indecisive or busy at the moment.
If that?s the case, then be quick on your thoughts. Be proactive and give out direct options. Remember, they call you because they need something from you. Be observant and get information from what they tell you.
? Probe, probe, probe
It does not hurt to ask. But, of course, ask intelligent questions. When the customers object, ask them what they really mean. Throw in an open-ended questions like, ?What do you mean?? or ?Please explain?. Make sure to be quiet and actively listen.
? Give out a summary
If until this point the objection still hangs in the air, it is time for you to address the matter. Rephrase what the lead says and make sure to get their affirmation from it. Do it verbatim and slow to make sure that the objection is laid out and you can address it properly. Rephrasing the problem also helps out prospects in clearing out ?bushes of objections?.
? Have a script handy
You don?t have to read it. It is just your guide. A must-tool for you to be equipped especially when objections arise.
Remember, when a prospect lead says NO, don?t resort to holding to the false hope of making it out to another lead then move on. Instead, treat every objection as a challenge and hold on!
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