Transcription
Hello, this is Peter. I can't talk right now. Oh, no worries! Want to go ahead and set up an appointment? That's the wrong way to do it. Most people are setting up appointments or they're letting people off the phone too early. The way that you can analyze this is that you need to look at your contact-to-presentation rate. You do that by overcoming initial objections.
What are the common objections? I need to think about it. I can't talk right now. I'm busy. Can you call me later? The way that you don't handle this is by simply saying yes and doing what the client says. Instead, acknowledge the objection and then move past it.
"Oh yeah, you're busy. I got to run here as well. I'm seeing here that you listed your daughter as the beneficiary, is that right?"
"Yeah, but can you call me back later?"
"Absolutely! What time should I call you back later?"
"3:00."
"Okay, let me get you down for 3:00. And just so I can prepare for 3:00, are you just looking for something for yourself or for a loved one?"
All I'm doing here is acknowledging the objection, listening to the fact that they gave me the objection, and then moving past it.