Phone Script and
Handling Objections
HI, __(prospect)__? THIS IS __(your name)__ WITH ___(your company)___ CALLING BACK TO THANK YOU FOR REQUESTING A QUOTE AND SOME INFORMATION ON __(product)__. YOUR ADDRESS IS ________________, RIGHT? IT TURNS OUT I’M GOING TO BE IN YOUR AREA TOMORROW AND AGAIN ON __________. I’D LIKE TO JUST POP IN AND DROP OFF MY QUOTE AND THE INFORMATION, MAYBE HIGHLIGHT A FEW POINTS AND ANSWER A FEW QUESTIONS, BUT THEN I’LL HAVE TO BE ON MY WAY. WOULD MORNINGS OR AFTERNOONS BE BETTER?
Handling Senior Objections
Objection: I’m busy right now.
Response:
So am I. I’ve been swamped with requests for quotes and information on ____(product)____ lately. A lot of people I talk to seem to be busier now than before they retired. This will be time well spent. It’s taken you a lifetime to accumulate what you have. I’m sure you’ll agree it’s worth 10 or 15 minutes to discuss how you might protect it. Would mornings or afternoons be better?
Objection: Just drop it in the mail.
Response:
We used to do that, but people had too many questions and we wanted to make sure you get all your answers. The information doesn’t cover every possible situation. That’s why we just need about 10 or 15 minutes. Would mornings or afternoons be better?
Objection: I already have too much insurance –or- I can’t afford it.
Response:
I can appreciate how you feel. Many of my clients felt the same way. But after looking at the facts, they found it was a good idea to schedule an annual review and take a good look at what coverage they had. As a licensed, qualified representative, that’s my specialty. And there is no cost or obligation for the review. Would mornings or afternoons be better?
Objection: I don’t let anyone come to my home.
Response:
That’s okay. I’d be happy to meet you at my office or at (restaurant, library, senior center, etc.) if you would like. Would morning or afternoons be better?
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