198) Handling Objections During Presentation
Listed below are very common objections and concerns that people normally give. Most of the time, theses objections are a simple learned reaction to anybody trying to sell something.
I want to discuss with my spouse.
I want to discuss with my spouse.
Mr Prospect, it is good that you want to discuss with your
spouse. In our discussion, do you find the ideas and knowledge useful? If you
find it useful, then the same ideas will be useful to your spouse as well. You
can start the plan first. We can meet your spouse later and discuss with her.
More details in the link below:
More details in the link below:
You are very new.
Mr Prospect, I am a Unit Trust Consultant. My colleagues and I share ideas on how you can make your money work harder for you by investing. The Company has a team of investment professionals to manage your invested money. They study and select good companies to buy at a good price.
I may be new, but the Company has many years of experience. The Company had won many awards on their funds they managed. They are well recognized in the industry.
How Can Unit Trust make money?
Money invested in unit trust funds are pooled together from similar investors like you. The equity fund managers invest into stocks of good companies. Buying stocks means buying a small part of a big company.When the companies have good business, they make profits. Profits returned to investors by giving dividends.
Meanwhile a good company's share will increase in price. Buying low and selling higher will also give Capital Gain.
Accumulation of capital gain and dividends will make the equity funds increased in value.
Can you give discounts?
The initial service charge is charged by the Company. I will discuss with you about your future plans. I help you to plan for your financial goals and recommend suitable funds for investment. As a UTC, I am doing the service for FREE.
The Service Charge is high
The Company only charge one time during the initial investment. This is to cover the marketing and processing fees. There are no charges after that. The invested funds will pay for the yearly Management fees, trustee fees, and other operational fees.
Please refer to this article for more details
Common Objections:
a) Not Interested
b) No Money
c) No Need
d) Not Ready
Use the 5 Questions method to handle the objections:
1) What's Up?
2) Why Not?
2) Why Not?
3) How To?
4) What Else?
5) Which One?
Please refer to this article for more details on the 5PSQ.
http://highlevelrules.blogspot.com/2017/07/4-high-level-coaching-questions.html
Mr Prospect, may I know what is holding your back to start this plan today?
From the answer only then you can start to handle the objection.
Example for Not Interested.
Mr Prospect, may I know
why you are not interested?
What else to make you not interested? (Repeat as many times
as possible, changing words)
From the ideas you shared, which one is the most important reason you not interested?
Mr Prospect, thank you for sharing your ideas.
Actually, nobody will be really interested if they do not have much information about something. That's the reason I am here to share more information with you. We can share ideas and ask more questions to clarify our understanding.
Can you share how to make
you interested?
What else to make you interested? (Repeat as many times as
possible, changing words)
From the ideas you shared, which one is the most important
to make you interested?
Example of alternative
words to “What Else” question?
Anymore?
Other ideas?
More reasons?
Example for No
Money.
So, Mr Prospect, as you know that was a problem, would you like to prevent the not enough money problem from happening again? One idea you can try is to save a small amount first before you start spending. It is better to SAVE FIRST, SPEND THE REST.
Another idea is for you to look into your expenses. Have a record of your expenses to know where your money had gone to.
Another interesting idea is to earn more. Would you like to know how to help people and also save money at the same time?
Example for No Need.
So, Mr Prospect, if your opinion what possible circumstances that people may need it now?
As all of us will want to have a more comfortable life, we need to better prepare for it. If we prepare well, the possibility is better. Savings for our future is something we need to do although it seems so far away.
Example for Not Ready.
From the reasons you shared, can you say which one is the most important reason that makes you say you are not ready?
Mr Prospect, thank you for sharing your reasons.
So, Mr Prospect, if your opinion when is the best time you will be ready? Nobody is really be fully ready for most things in life. The good thing is that when we start moving, we will go somewhere. That's why I am here to help and guide you. It will definitely be easier when you have someone be your guide. How about we start now and see how far we can go.
May I know
why you are having no money issue?
What else that cause you to have not enough money? (Repeat as many times
as possible, changing words and sentences)
From the reasons you shared, which one is the most important reason to cause you not enough money?
Mr Prospect, thank you for being honest and sharing with me.
So, Mr Prospect, as you know that was a problem, would you like to prevent the not enough money problem from happening again? One idea you can try is to save a small amount first before you start spending. It is better to SAVE FIRST, SPEND THE REST.
Another idea is for you to look into your expenses. Have a record of your expenses to know where your money had gone to.
Another interesting idea is to earn more. Would you like to know how to help people and also save money at the same time?
Example for No Need.
May I know
why you think you have no need right now?
What other reasons that makes you say you have no need? (Repeat as many times
as possible, changing words and sentences)
From the reasons you shared, I am just curious which one is the most important reason for the no need it now?
Mr Prospect, it is refreshing to hear your ideas.Thank you for your sharing and honesty. So, Mr Prospect, if your opinion what possible circumstances that people may need it now?
As all of us will want to have a more comfortable life, we need to better prepare for it. If we prepare well, the possibility is better. Savings for our future is something we need to do although it seems so far away.
Example for Not Ready.
Mr Prospect, everybody is busy nowadays. There are so many things happening in our lives. It is never easy to plan for our future.
May I know why you are NOT ready right now?
May I know why you are NOT ready right now?
What other reasons that makes you say you are not ready now? (Repeat as many times
as possible, changing words and sentences)
From the reasons you shared, can you say which one is the most important reason that makes you say you are not ready?
So, Mr Prospect, if your opinion when is the best time you will be ready? Nobody is really be fully ready for most things in life. The good thing is that when we start moving, we will go somewhere. That's why I am here to help and guide you. It will definitely be easier when you have someone be your guide. How about we start now and see how far we can go.
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