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
