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Insights - Overcoming Objections
Overcoming
Objections
There
are only three objections you will ever get: I'm not interested; I already have
an Advisor; I don't have any money. Every other objection is an offshoot of
these three.
An
objection is a declarative sentence. A declarative sentence is not open for
debate. There is nothing you can say in response. You can't answer it. But you
can answer a question. So turn the objection into a question. Then answer the
question.
"Mr.
Financial Advisor, no thank you. I'm happy with my Advisor at XYZ." "Mr.
Prospect, if I understand you correctly, you are pleased with the job your XYZ Advisor is doing. Is that correct?"
"Yes,
that's correct."
"I
commend you for having an account at XYZ. XYZ is an
excellent firm and I agree with your decision to have an account there. In
turn, I'm sure you'll agree with me that not any one person or firm has a
corner on all the good ideas. If I come up with one idea designed to increase
your income, reduce your taxes or both, may I compete for part of your
business?"
Who's
going to say no to that? Practice overcoming objections until you are excellent
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