Tanya Hughes coaches on handling the "I need time to think" objection in sales. She suggests probing whether hesitation is about value or price, then recommends starting with a lower-priced option to test if the prospect is actually qualified.
So that's one of my favorite ones. Because if you found the pain, what's there to think about? What is there to think about? Did you ask them earlier if she did not come home or if he did not come home tomorrow? What would that look like for you? So then I go back. Like I'll go back. Lori, earlier you told me, we spoke and we agreed that if something were to happen to you, that Bill wouldn't be able to stay in the house. Right?
Right.
So I'm going to talk to you like your family. What is it that you need to think about? Is it a value issue? Do you not see the value in it or is it a price issue? Because if it's a price issue, let's start with the lowest one and then you can always increase it down the road. Most people are starting lower and then you can increase it. And I don't even know if you're going to qualify or not. I can 100% tell them I don't know if they're going to qualify because it's not up to me. I don't qualify them. I fight for you to get qualified and to get the coverage, but I don't get the ultimate say so. So all we did today is send in to see if you can qualify. Let's start with the lower one. Does that sound good for you? Does that work for you guys? And go from there and they want.
It, but maybe you haven't made it affordable enough, right? Yes, it is. Most of the time it's price. It's always price. Right? Because I'll go through with them and I'll say, okay, so do you like the idea that if you get sick, cancer, heart attack, stroke, that you can access a large portion of your death benefit while you're alive? They'll say yes. Do you like the idea that in the event that you pass away, your wife and your kids have a place to live? Yes. So the only thing left is the price. So, you know, is it just not affordable? And if they say yes, okay, go lower, then we know the, the objection. I don't care what the objection is. I want to pray about it, I want to think about it. I want to ask my real estate agent, I want to ask my banker, I want to ask my property and casualty person, I want to ask my parents, I want to ask my kids. Every single one of those objections is it is not affordable or you did not do a good job building the value and painting the picture. It's all about the picture that we paint. If they don't see their mortality, you are sunk. If the beginning part of your presentation isn't right, it's game over for you. So you really have to build the value before you can ever go to close. If you're closing on numbers, you're dead.
