OBJECTION HANDLING

1. PRESENTATION ON
OBJECTION HANDLING AND CLOSING OF
SALE
BY :- JYOTI KUSHAWAHA
DEVELOPMENT OFFICER
IN LIC
TREAT OBJECTION AS REQUESTS FOR FURTHER INFORMATION
BRIAN TRACY

2. SALES
PROCESS
PROSPE
CTING
APPROAC
H
PRESEN
TATION
OBJECTI
ON
HANDLIN
G
CLOSIN
G
FOLLOW
UP

3. WHAT IS OBJECTION
HANDLING?
Objections are inevitable
but should never be seen
as a door slamming
closed in your face.
The key is to understand
why the customer is
objecting – you must take
the time to uncover this if
you hope to move forward
in a mutually beneficial
way.
OBJECTION
OR
OPPURTUNITY?

4. Why do some prospects object to
purchasing life insurance?
 Because most people don’t like to think about
death, and insurance. These two reasons can
prevent a prospect from seeing the true value
in purchasing life insurance coverage for their
family

5. CATEGORIES OF OBJECTION

6. CATEGORIES OF OBJECTION
NO MONEY
• I CAN,T
AFFORD IT
• I CAN BUY IT
AT A LOWER
COST FROM
OTHER
COMPANY
NO
RELATIONSHIP
• I HAVE A
FRIEND IN
THE
BUSINESS
• I DON’T
KNOW YOU
NO NEED
• MY WORK
ISN’T
HAZARDOUS
• I KNOW MY
EMPLOYER
WILL TAKE
CARE OF ME

7. 3 TECHNIQUES FOR HANDLING
OBJECTIONS
2
1
3
– Used in response to negative
objections. Spotlight the real
reason for objection. “To feel
this strongly, you must have
had a bad experience. Would
you mind telling me about it?”
Spotlight
Can be used to answer most
objections. Built around 3 key
phrases: “I understand how
you feel.” - “Others have felt
the same way.” - “But they
found …”
Feel-Felt-Found
Used when the
objection is … “I
can’t afford it;
“The fact that …
(restate the
objection) …
may be the very
reason why you
should have
coverage.”.
Reverse-
the-Answer

8. CLOSING THE SALE
 It is one of the final
steps in the selling
process when the
salesperson asks the
customer if he or she is
ready to buy.
 You should close the
sale when the
customer is highly
interested in product.

9. POINTS TO REMEMBER
 Prospect is satisfied and product have been
explained to his complete satisfaction
 Prospect has capacity and willingness to pay
the amount
 All the objection raised by prospect have been
handled to his complete satisfaction
 No further question remains in prospect mind.

10. CONCLUSION
 A good sales process is never set in stone!
 It needs to be revised and adapted regularly,
making sure it reflects the current state of the
market, your customers’ changing needs, your
team skills, and your business specifics.