How would you respond to a prospect who says...
"My company can no longer afford to continue offering these benefits to our employees."
"Yes, costs have increased. What do you think you could budget toward benefits for your employees? We can redesign what you offer your employees and even give them some voluntary opportunities. This will keep your employees from seeking other employment in this low-unemployment environment. We will help you encourage your employees with a redesigned program."
- Eric Redman, Rathdrum, ID
The goal is to isolate the objection and determine if it is a condition that can be resolved. In order to reply successfully, you really need to know more. For example, maybe they had an expensive plan, had no contributory financing, or were paying the employees' portion after tax. There are a variety of issues that it could be and to resolve the issue you need to understand it.
For example: "Yes, my employees did not want to contribute and we were not willing to pay more than 50 percent."
Suggestion: "If I can show you a way to reduce your costs and your employees' costs, will you take a few minutes to hear my proposal? I have tomorrow afternoon available or Thursday morning; which works better for you? ... Great, tomorrow will work."
Each time you get an objection, you write it down and then come up with three ways to resolve it.
- John R. McNally, Hayward, CA
Next month's objection:
How would you respond to the prospect who says, "I don't need long term care insurance, my family will take care of me"?
How do you overcome this objection? Email the editor at ASJeditor@AgentMediaCorp.com. Please include your first and last name, city, and state, and put the word "Objection" in the subject line. Your response may be printed in an upcoming edition.
