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