When a prospect gives you an objection and turns you down, it’s frustrating. But how can you leverage this statement to overcome the objection and make it work for you?
It’s very possible that someone has uttered these words at some point in your life, or you’ve been the one to say them: “It’s not you, it’s me.”
These are not usually pleasant words to hear. But when applied to our work as insurance professionals, this phrase is the energy we can feed off to keep going.
What do we mean by this?
Our business is not insurance. Really it’s a RELATIONSHIP business!
We are constantly and consistently building relationships with those around us, whether in person, over the phone or email, or via the internet.
When a prospect tells you, “No,” remember that this is an opportunity. You should interpret the prospect’s “No” as, “Hey, it’s not you, it’s me… I haven’t fully bought into what you’re selling.”
And what do you do to change the prospect’s mind? How do you get them to buy into what you’re offering?
By building the relationship.
Always make “friendship notes” in their profile so you have facts about them to reference when you reach out again. Maybe Riley said their son is starting swimming lessons in a few weeks. Make a note of it and, when you call back, say, “Hey Riley, Kira here with the local Agency. Last time we talked, you mentioned the swimming lessons your son was starting. How are those going?” The personal touch that you remembered something like that shows you were listening.
Approach every conversation as if you’re catching up with a friend. How you transfer enthusiasm and interest allows you to gain the prospect’s trust. You’ll quickly overcome the objection and turn the “It’s not you, it’s me” phrase into “here’s my card number.”
Always remember, you’re one step closer to a ‘Yes!’
Get Property & Casualty Insurance Scripts for 20 of the most common objections and the exact words and phrases to overcome each one.
