This week we have covered the answers for the “I Can’t Afford It” and the “My Employees Can’t Afford It.” objection.” 

In both blog posts, I have asserted that “Great salespeople show the prospect that their biggest objection is exactly the reason that they need to move forward.” This idea has generated a lot of great discussions. Some readers have understood the power this technique has, while others think it is somehow combative. I assure you, that if done right, the only thing combative about this techniques is the objections you will pulverize. Overwhelmingly your prospects know deep down that they want to buy but are afraid of getting “sold.” Using this idea will help them move themselves to a position where they feel good about buying.

Remember that the following are the answers to the objections.  To be good at overcoming objections you must follow the entire formula of objection handling, not just spouting “answers.”

Assuming that you are following the objection handling formula, here are the “answers” to the objections that stump most new agents:

The Exact Reason They MUST Move Forward

Objection 3, I Forgot to Check With My Spouse.

Objection – “I know you were in here 22 weeks ago, but I have been extremely busy. I haven’t even had time to show your programs to my spouse. When is the last day you are going to be here? I’m sure I’ll be ready to make a decision then……”

What most insurance agents say – “Hey, no problem. I get it. I’m married too. I’ll be here whenever you are ready to make a decision.”

Why that’s the wrong thing to say – You are letting them off the hook, while at the same time looking desperate for their business. It also helps the customer maintain zero sense of urgency.

What you are going to say from now on –

• You –  “I get that you’re busy and that insurance might not be at the top of your list right now with everything that’s going on. The only time Insurance tends to be at the top of someone’s list is AFTER something bad has happened and they realize that they never took out the coverage. I would hate to see something bad happen to one of you and then insurance be THE topic of discussion.
• Them – Yeah, but you have got to understand, my wife and I agreed a long time ago not to make any kind of financial decision without talking about it together.
• You – “I have the same kind of agreement with my wife too!” We have agreed that before we make any kind of MAJOR purchase, we need to run it by each other. But let me ask you this: Do you ever stop by Starbucks or McDonalds on the way to work?” (Your goal here is to minimize the money.)
• Them – “Yeah..Sometimes.”
• You – “Do you ask your spouse if you can stop and make that kind of financial commitment, or are they ok with you deciding that by yourself?” (This question is especially effective with men.)
• Them – “No, I don’t ask permission to go to the drive-through at Starbucks.”
• You – “I know you said you wanted to get your spouse’s permission before moving forward with these Voluntary Benefits. Do you think they are going to be upset with you for protecting your family, especially when they find out it cost about the same amount of money as a trip through Starbucks?
• Them – “Is that all we’re talking about? Just a few dollars a week?” (Remember, most people are too embarrassed to tell you they are worried about the money. And many of them haven’t even looked at the rates.)
• You – “Yep! I think your spouse is going to be thrilled that you took the initiative to protect your income. Let me ask you a few questions and get you an exact quote. By the way, what’s your spouse’s name and date of birth….”

Upcoming installments in this series:

Saturday – (Bonus Blog) I will give you a stunning answer to the employer objection, “We’re not interested!!!!” By the way, this technique is not for weenies!!! You have to have serious cojones to pull it off. You have those, right?

Conclusion: It’s always about the money. Especially when they tell you, “It’s not about the money.” You have to help them reduce it to the ridiculous, and arm them to justify it to themselves and their spouse.

Question: In the comments section below, continue the conversation with ways you have been successful in overcoming the “I Forgot to Check With My Spouse” objection.