Almost 15 years ago, I meet THE. WORST. HUMAN. BEING. on the planet. At least that’s what it felt like at that moment. I’m not sure if I caught him on a bad day or what.

I was trying to get on this business owner’s calendar for 20 minutes. He had already wasted 15 minutes telling me he was too busy to give me 20 minutes, but I digress. He kept telling me why he and his employees didn’t need Voluntary Benefits (VB). I kept trying to convince him that he was wrong. As you can imagine, I was losing and losing badly. I should have taken my dad’s advice, “Never try to teach a pig to sing, it just wastes your time and annoys the pig.” Well this particular pig was definitely annoyed when he turned 93 shades of red, put his finger right in my face and screamed, “WHAT PART OF ‘I’M NOT INTERESTED’ ARE YOU TOO DUMB TO UNDERSTAND?!?!?” Spit was flying and I was sure the vein in his forehead was going to explode at any moment.

I’d like to tell you how I was able to turn his objection around and close the case. That would be a lie. Instead I slinked out the door, with my tail between my legs, vowing to find a way to overcome that objection in the future. I took me several more years to formulate and then test the concept of, “WHATEVER their objection is, that is exactly the reason they MUST move forward!” I really believe that.  But how do I attack the “What part of ‘I’m not interested don’t you understand?’ objection? It took me almost five years, but I figured it out! Let’s get to it shall we?

The Exact Reason They MUST Move Forward

Objection – “What part of ‘I’m not interested’ don’t you understand?”
What most insurance agents say – “……………… “ Click. (The sound of the agent leaving or hanging up.)
Why that’s the wrong thing to say – Most agents just pack up and go home. It’s pretty hard to close a sale from the parking lot.

What you are going to say from now on

You – “That’s exactly why I’m here! I knew before I got here that there was no way you would be interested. Again, that’s exactly why I’m here!

Them – “…..(confusion showing) “What? What do you mean that’s why you’re here?”

You – “(Said with great confidence and a little humor.) Like I said, I knew you weren’t interested. See, if you were interested you would have called me! What I have found overwhelmingly is: Once a business owner sits down, takes an objective look at how our programs work, understand that it doesn’t cost them anything, and can even drive revenue to their bottom line, well then all of a sudden they are very interested. I get it, you are not alone. No one wants to meet with us, until they meet with us. Let’s do this, if you will either sit down with me today or early next week, I promise to keep it to 15-20 minutes. If you like it, great! If you still aren’t interested, I’ll help your throw me out. That’s fair, isn’t it?

Them – “(In their best Robert Deniro voice from Analyze This) You. You! You’ve got a gift my friend!

Why this works – It is the exact opposite of what they expect. They have a script that gets sales people out of their office. In fact, their script is so good that when it doesn’t work, they don’t know what to do. Other than give you the appointment!!! Trust me, I have used this technique dozens and dozens of times. There is no “magic bullet” when it comes to overcoming objections, but this one is close.

Conclusion: Even the most difficult objections can be meet head-on. The best way to meet these objections head-on is to use that objection as the exact reason they need to move forward. Done properly, this technique is devastating. So devastating it might even give you an unfair advantage. That’s all I’ve ever asked for out of life: Just one or two unfair advantages!!

Question: I dare you to leave me an objection in the box below that you think I can’t turn into the exact reason they need to move forward. I promise you that I will answer all comments!

Parting Thought: If you enjoyed this article, (and why wouldn’t you?) please consider sharing it with as many people as possible! You can “Like” it on Facebook or tweet it by clicking the buttons below. Perhaps you can pass it on to your friends through email (there’s a button for that too)? Show the VB world that you are coming for them!!!