Resistance Breakers 3

Norma H. Fitzgerald:
Life Insurance Is The Most Beautiful Love Letter You'll Ever Write

Professionals appreciate that facing up to these resistance are a necessary part of the sale process. Therefore, they are highly cherished. No resistance, to them, meant less chance of landing a sale. Hence, professional agents study and anticipate sales objections. They learned how to deal with them effectively and take a proactive approach to this issue. They face them with a smile.

Resistance Breakers 2

James M. Champman, CFP:
You always buy life insurance when you don't need it because you can't get it when you do.

which also means that when you buy it, you don't need it. But when you need it, you can't buy it.

A prevalent attitude among agents, however, especially those who are inexperienced, is to dread facing sales objections. Perceiving them as threats or troublesome obstacles to their sale, they often try to evade them. Of course this is an utterly fruitless attempt. Unless the agent sells only to clients who love him too much to pain him with objections or they trust him, his skills, his company and his products without any reservation, it is only natural that some form of objections will arise.

To the professional agent, objections are in fact welcom because they are viewed as opportunities to a sale. They are not treated as undesired obstacles. The professional agent understands that, more often than not, where a sales presentation involves some mode of ressistance, it is usually a sign or indication that the prospect is either:-

A: Interested, but not fully convinced yet

B: Still concern about certain areas in the agent's presentation

C: Providing the agent with an opportunity to close the sale

D: Providing the agent a chance to demonstrate his Know-How

Resistance Breakers 1

In the coming posts, I'll be sharing with you what I've read, understand and learnt from a book written by Lim Yuen Seong. I'll be copying from his book to this blog to share with my readers here. The following contents in this and the coming posts in italics are solely from Mr Lim and not from me. Kindly take note.

James E. Halket:
Life Insurance Is Like A Parachute: If you ever need it and don't have it, you will never need it again.

Introducing the Concept of Objection Handling

Lim Yuen Seong:
Don't handle the customer, handle his concerns.

Have you ever been wedged by the customer's objection during a sale? The answer will likely be a yes, especially if you are raw to the selling game.

Resistance, in the form of sales objections, is as natural to selling as water is to fishes. Genuine customer's objection merit a sound response from the agent. The obvious reason is that when they are removed, it could lead to a sale. And it precisely because it can make or break a sale that the ability to deal with them skillfully is so crucial in selling.

So, from this first topic, do you get to understand something that you never knew?

Welcome Message

I'm here today, to share with those who are interested to do sales, the methods that you shall follow, the things that you should do, which might include your attitude towards your job, and ways to handle rejections that you might be facing.

My tips, concepts and solutions would not be the best for you but if those help you, do share it with me too, or, if you have a better way that you would like to share with those out there, do email me. Don't under estimate your little sharing, it might change a person's life.

What comes around, goes around. So, if you share yours, you might be receiving from others :)