Keep Getting Objections? It's Not Your Script, This Is WHY!

But the thing is, is that it is our job as salespeople not to convince them to buy the product. It's to get them to convince themselves to buy the product. Do you keep hearing let me think about it or I got to talk to my wife for some random objection from every prospect that you keep talking to and you don't know why? Well, we're about to tell you because it's not what you think it is. It's definitely not your script. It's not the prospects or the leads that you're buying. It's actually you what. So I'm going to tell you guys about a concept called posturing, right? And so what does that mean? The sales and business world, whenever you're going into a house or if you're doing it on phones or over zoom, it doesn't really matter how you do it. You could frickin send a loom to somebody's email for God's sake. It doesn't matter as long as you're getting your pitch off, as long as you're talking to people, right? Whatever it takes. But the fact of the matter is if you keep hearing these objections, people are uncomfortable. Maybe you feel like you're not getting as many deals as you should be, then you need to watch the end because this is for you. Posturing is basically kind of more or less the presentation that the client gets from you as an individual, but not necessarily so much as your pitch. It's more so of the way that you present yourself. One of the biggest mistakes I see agents make in the industry, in sales in general, is that people will basically forego their self respect, more or less. I think that's the easiest way to say it. I'm not really sure how else to say because what happens is, is people, agents specifically start focusing more so on the paycheck and less so on the process. Right. And so whenever you're talking to a prospect, they can sense this. And if you are just coming in talking to them, he hey, let's fill out an application, blah blah blah, they're going to all of a sudden be more likely to charge back, less likely to do business with you. And overall everyone's going to be more frustrated, you and your leads. So when you are positioning yourself in the home or on the phone as instead of a salesperson, come at it from a consultant standpoint, the thing you have to remember is, is that it's all about what you position yourself to be with your prospect. I'm actually a problem solver, a consultant an educator. My only job is to give you a as much information as possible. And from there you're going to make the decision to buy from me because I'm giving you the information that you need to make the decision that you want to make. And so the problem is, is that agents will run into, is they're. Oh man. I just, I just need to get a deal. I need to get a deal. I need to get a deal. I need to get an app or whatever. And they're just looking to make the sale. They're looking for lay downs, are looking for people who are just yes men ready to sign up regardless if it charges back or not. But the thing is, is that if you want to write high quality business, you have to position yourself or posture as a professional, as a consultant. And so it's kind of comes down to that thing where it's like if you act as if, right? So like if I want to be a CEO, I'm going to act like a CEO. I want to be a really good salesperson. I'm going to act like a really good salesperson. So let's talk about what really good salespeople do and what type of posture you should hold in the home, over the phone or in any sales position available. Wait, stop. Quick interruption in the video, there's a group of agents underground right now that are changing the way that business is being done, changing the entire direction of where the industry is actually going. And it's in a group called Insurance Agent Freedom. So if you want to learn from top producers in the industry, anywhere from generating your own Facebook leads, anywhere from how to sell term life insurance, final expense, and even network with top producers in the industry so that you can change your business starting today to start getting more commissions, more clients and more referrals than ever before, then click that link down below and join Insurance Agent Freedom. We'll see you there. Click that link. So if I'm selling to leads, life insurance, even some, I know some of you sell health insurance, annuities, whatever, right? So if you're selling these things, they needed to believe that you know more about it than anyone else in the world. They also need you to ask them about their goals and basically make the product their situation. But you have to be an educator, a teacher. There's a couple of things that you can do this to basically come off as like an educator teacher, right? What you'll notice is like if you ever see a professor who's teaching a class and they have like a little ruler like A pointer. They use it. And you see them standing in the front of the room. They're pointing at things. And the way that they point at it, they angle themselves and point that as if they're showing you. Right. They're showing you the truth. They're showing you the way. They're showing you how to do it. They're showing how to solve a problem. That is, for example, one instance of body language that you could use to position yourself as an educator. I'm a very bold individual. I like to bluff. Whenever I'm selling insurance, I will tell them straight up, hey, look, I'm just going to be honest with you. Like, I really don't care if you sign up or not. Like, it does. It doesn't matter to me. I'm going to get paid either way because I'm going to go find another app anyways, right? But I let them know, hey, look, I'm here to help you. If I can find find something that might make sense for you, great. If not, I won't waste either of our time. I'll be out of here in less than five minutes. Okay, but the thing is, is that you want to come in from a position of education. So instead of coming in and saying, hey, let's talk about this life insurance program and hyping up your favorite carrier or whatever, come in and ask them, hey, have you ever talked to anybody about this before? No. Okay, well, are you familiar with the different types of life insurance? No. Okay, well, then you educate them. Right? Here are the different types of life insurance. Here's how they work. Now, based off of the information that I've given you, which one do you think might be the best fit for your situation? I need a burial insurance. So they're gonna say a whole life option, Right? And so I might be like, oh, okay, perfect. Well, I mean, for the whole life option. Are you familiar with the companies that offer this kind of thing? I'm asking them to ask me for information so that I can give that value to them and show them how important it actually is for them to know this stuff. And so whenever I'm talking to a prospect, I will then start to explain the answers to the questions that I'm basically getting them to ask me if that makes sense. And I'll tell them, hey, look, like, I want to make that you understand this stuff. If for whatever reason, like, you don't understand what I'm talking about, stop me, ask me to go over it again. And if you don't understand something, I will not move forward. Because the worst thing that can ever happen is that you have no idea of what it is that you're getting and you don't know what it is that you're putting in place for your family. Whenever they say, well, let me think about it, well, let me. This, let me that, whatever. If that even comes up, which it shouldn't, to be honest with you. If you're educating them properly, because all we're trying to do is get them to make a decision. It's not about getting the sale or not getting the sale. The right people will buy from you if you offer them the right amount of value, I promise you. But then if they come back to a I need to think about anything about this, then that's when I will tell them, hey, look, I apologize for whatever it is I did, Ms. Jones, because obviously I messed up somewhere. I'm here to give you everything that you need to understand exactly what it is. So like this is a no brainer. It just makes sense for you to go ahead and move forward on this. So if you're not ready to move forward on this plan that's specifically tailored for you that we picked out for you today together, then I went wrong somewhere. So where is it that I messed up so we can figure out what it is that I need to re explain so that we can go ahead and get this set up for you. And so when I tell them that they're no longer intimidated, I'm breaking down the walls of resistance. They're no longer thinking that I'm just some insurance salesman. I'm giving them advice on retirement or younger person buying mortgage protection. I'm always looking for, hey, how can I make this make sense for them financially but also like, how can I make sure that they're getting value for me in every sector possible? Maybe I'll put them on the do not call list. I'm always positioning myself as someone who's going to protect the consumer. And that's the thing. A lot of people are going to be like, why do I have to act that way? Well, because that's who you will become once you start doing all this stuff. Right? You will become the person who is so knowledgeable that your prospects are just willing to do business with you instantly because they understand that you have such a high value in the marketplace. Right. Once you position yourself in that manner, as a consultant, as someone, it's going to take a ton of pressure off the conversation. Right. They're no longer concerned about whether or not they're going to, they're going to get sold or closed because everyone's afraid of that shit. They're afraid that they're going to spend a ton of money. But the thing is, is that it is our job as salespeople not to convince them to buy the product. It's get them to convince themselves to buy the product. When I tell my prospect lead or whoever that I need to make sure that they understand everything because I'm already telling them they're moving forward. I'm just telling them that they are telling me that they're moving forward, if that makes sense. And so if I ask them a question, I'm going to position it in a way that it is getting them to ask me another question to then give them the information that they want. And so for example, I might be like, hey, you know, I think it just makes sense that you would go ahead and put this plan in place for your family because you're going to go ahead and be able to make sure that your burial gets covered and you don't have to worry about, they don't have to worry about any of this stuff. I mean, what do you think? This isn't about me. So like, what is your opinion? And they're going to be like, well, I mean, I think so. I think it makes sense. Hey, you think so or you know, so like I want to make sure that I'm able to give you all the information that you need because this is a no brainer. Are there any questions that you might have about this plan or like, you know, obviously I missed something. I'll be like, so what is it that you're unsure about? And so I'm always going to continue to ask them questions that are going to lead them to the desired outcome, which is them getting the insurance, them telling me that they need the insurance. But I don't just want to get a yes. I want them to basically outright say, I want to go ahead and get signed up. Because this just makes sense. Whenever you're presenting information that is of a logical outcome, you have to say it as if you know this for a fact. I've noticed a lot of agents, they will say this stuff. They're like, I think this would be the best plan for you. It's like, no, no, no, you don't think this is the best plan for you? I'm not unsure. Because what we're doing is we're transferring beliefs to these people. And so if we're not sure of our own abilities and if we're not sure of our own products, then how are they going to be sure of it? Because there's no way for them to purchase something if you wouldn't purchase it yourself. That why you have to believe in the product that you're selling. And this is one of the reasons that I'm very passionate about selling healthcare, is because I believe in healthcare. Everybody needs it. I feel the same way about life insurance. Everybody needs it. And so I even tell them these things. I'd be like, look, everybody needs this stuff. So it's not really about whether or not we need to find out if you need to get this or not. It's about which plan you need to get. Does that make sense? And so I'm always asking, does that make sense? Does it make sense? And then I'm presenting the information and then asking for the feedback in return. Hey, the way I explained that, did that. Did that make sense to you? Did that add up? Do you understand where I'm coming from? Like, are we on the same page here? And so I'm always going to confirm every now and again from where they're at, just so I know where I have a pulse on the conversation. I know where they're at mentally so that I know which pain points or which portion of the conversation needs to be tended to. Right? So if they're really sure about cash value and they think it's a great idea, but they don't really understand the benefit of, like, getting day one coverage, for an example, then I'm going to start talking more about, like, hey, if you were to wait, or if you don't get this today, like, it's going to end up being more in the future, I'm going to start talking more about the benefits or drawbacks of not getting day one coverage. Right. And so I'm going to start explaining that a little bit more. But basically, to summarize everything that we've gone over, the moral of the story is you absolutely need to present yourself as an expert to your prospects, to your leads, or they're going to be unsure of whether or not they need to buy. Regardless of how good your script is, if you have the magic wand that makes everybody buy, they're not going to do it anyways if you're not sure. And so you have to position yourself as an educator, as a consultant, as someone who's advising them of the decision that they need to make by giving them all the information, helping them collect all that data, and then make a decision in the moment. But it's about them making the decision that you don't want them to feel like you're making the decision for them. And so like, next steps, after watching this video that you need to take, you need to go and you need to find out which products that you are most willing to back, which products or carriers or whichever that you're most familiar or comfortable with working with, and that have the best competitiveness within the marketplace and you to take that, learn every single thing you can about it. And then from there, you need to move forward in educating every one of the prospects that you work with. I've seen agents on the phone face to face on Zoom. Even a prospect would be like, well, so what happens if I need to borrow against my whole life policy? They're like, I don't know. And so it's okay to not know the answer to every single one of the questions, but this is the most important thing that they'll ever leave, ever leave behind to their family. So you have to know the information that they need to get to make the final decision. And so if you don't know, be a problem solver, advise them, consult with them. Look, Ms. Jones, I'm going to be completely honest with you. You. I'm not going to lie to you because that's just not the way that I do things. Give me one moment. I'm going to make a phone call and I'm going to get this answer for you right now. Because that's just how I do things. Is that okay? Give me two minutes. Make the freaking phone call right in front of him. Be like, hey, look, I'm working with Ms. Jones. She's got a question and I wanted to make sure that she heard this directly from you guys so that she got the exact answer that she needed. And I'm going to take some notes here to make sure that moving forward, I don't have to call you guys again. That right there, that moment of vulnerability, I would use this to my advantage by giving the prospect the information that they needed, showing them that I'm a problem solver and being vulnerable and saying that, hey, I don't know everything. And so then when I get off the phone call, be like, look, so Ms. Jones, I mean, obviously I'm glad that we got that question answered, but as you can see, moving forward while we're doing business together, I'm already assuming it's going to be this way every time. If I don't know, I'm never going to lie to you. I'm always going to be honest with you, brutally honest sometime. And maybe you're not always going to want to hear what I have to say, but I am going to give you the answer that you need to hear based off of whatever question that you're asking, asking me. And if I don't have it, I'm going to find it for you. Just to wrap things up, I want to say thank you guys for watching the video. If you have not, click the subscribe button down below. If you haven't clicked the like button, go ahead and do that or you're fake. And we have a Facebook group on Clue the link down below where we go over things like this and even more in depth every week, twice a week on sales and marketing for insurance agents. So click the link down below. You can join, answer a couple questions and go ahead and get plugged in the community and we'll see in the next one.

Sam.