“I Want to Think About it” Objection

I want to think about it

Here are some ideas for those times when you hear, “Thanks for the information, I want to think it over and I'll get back to you.”:

Objection: “I want to think it over”

Option 1:

“I understand. Just out of curiosity:

  • “Do you understand that the benefits are exactly the same, just a better cost now, right?”
    • “And do you understand what we mean when we say, nothing changes in your doctor, hospital, and options here, don’t you?”
    • “Then while we’re on the phone together, what other questions do you have?

[If None]

“Then just to clarify my thinking, what part of this do you need to think over?

Option 2:

“Are you going to be thinking over the better Medicare Supplement costs we spoke about today, or about whether or not this solution is the right fit for you?

Option 3:

“I know I’ve given you a lot to think about today, do you mind me asking what part of this you’d like to think over?”

Option 4:

“I understand, and I’m sure you’ve got other options to consider…do you mind if I ask how we’re stacking up to what you’re also looking at?”

Option 5:

“__________, it sounds like you’re probably considering other options as well – do you mind if I ask who else you’re looking into?”

Layer:

“And how do we stack up compared to them?”

Option 6:

“__________, besides yourself, who else would be weighing in on this?”

Option 7:

“I totally understand; many people I speak with want to consider all their options before making a decision. Tell me, who else is in the running for this?”

Option 8:

“That’s no problem. Level with me, if you would, what would be holding you back from saying yes right now?”

Layer:

“And is this even a realistic option for you?”

Option 9:

“And as you think about it right now, what would be the major reason for not moving forward with it?”

Option 10:

“I understand – not everyone I speak with is ready to move forward with it right away. Quick question:

“What would you need to see here for you to say yes to the savings/best plan you qualify for?”

Thanks for inspiration from Mike Brooks on these! 

-Chris Westfall

The Grass is Greener with the Next Opportunity

Friday, November 22, 2013 Webinar Why does it always appear “the grass is greener” at the next opportunity? Covered in the webinar: 1) Effective Dates and How to Set Them 2) Using Send Out Cards with New Prospects (See example below)…

     


Member Login Button

Questions?

Click Here

 

May 29, 2013 Conference Call – The Lure of Free Leads

Topics Covered: The lure/promise of “Free Leads” -what you give up. Telemarketing Scripts (see links below) Residual income – don't give it up! Telemarketing strategy with a predictive dialer (Update: We are not using AgentsDialer any longer. See here.) http://archive.org/download/28503236135131517/28503236-135131517.mp3…

     


Member Login Button

Questions?

Click Here