Employer Objections (N.A.S.S.) Flashcards
1). What’s that?
It’s a program that provides cash dollars to cover the family expenses in the event one of your employees goes through a serious illness or injury and at no direct cost to you.
Opening Statement
I appreciate you taking just a moment to greet me. My name is Randall and I’m with Aflac. I realize you’re very busy, so let me cut to the chase. Who handles your catastrophic program for your employees?
2). What family expenses?
I would be glad to show you, May I have the courtesy of your office?
3). What kind of programs are you talking about?
These types of programs have been used by over 1500 companies here in the local area and provide cash to help the family through all of the difficult times that they face financially should they experience a serious illness or injury at no direct to you as the business owner. It’s only going to take me 10-15 minutes to highlight the program to see of it’s even a fit for your company. If you like it great, and if you don’t, we’ll shake hands, part friends, fair enough? May I have the courtesy of your office?
4). I’m not interested.
I can appreciate the fact that you wouldn’t be interested. Many of our existing clients weren’t interested when I first approached them either. However, what they realized was the only way they could make an informed decision was to get all the facts. Now, I am sure you make sound business decisions and all I am asking or is the courtesy of your office for 10-15 minutes to highlight the program to see if it’s even a fit for your company. If you like it great, and if you don’t we’ll shake hands, part friends, fair enough? May I have the courtesy of your office?
5). We’ve looked at Aflac before.
Great, how long have you had the plan in place?
What specifically didn’t you like about a program that provides cash dollars directly to your employees to cover the family expenses if they go through a serious illness or injury and at no direct cost to you?
6). Follow up with me later. / Call me next week.
I would be happy to follow up with you next week. In fact, if you’re like most business owners, your schedule stays hectic just like mine and if I wait until next week to give you a call, my guess is that you already will have booked another week out, so what I’d like to suggest is a way that other business owners and I have found to get together and that is to set a tentative appointment.
7). Is this insurance?
Yes, but not as you know it. In fact, this is a program that provides cash dollars directly to your employees to cover the family expenses if they go through a serious illness or injury at no direct cost to you. Do you have a current program like that in place?
8). Our HR Department / Office Manager handles that.
Just so I’m not put in an awkward position. If your office manager were to take a look at the program and found it to be a value and thought it would be a great fit with your company, does she have the authority to go ahead and make the final decision?
No: Then is it safe for me to assume that if your office manager does like it and sees the value in it and would be willing to make a positive recommendation to you, would you then be willing to meet with me personally so that I can explain it from an owner’s perspective?
9). My employees already pay too much.
Many of the existing clients had the same reaction that their employees pay too much. They, like you, had not been made aware of how this program could benefit them as a business owner. That’s how most of them realized it was worth taking at least 10-15 minutes so I could highlight the program and answer some questions to see if it really was a good fit. Make sense? I have the information with me. Courtesy of your office?
10). We have a broker.
I’m a little confused. Do you mean that your broker provides a program that pays CASH directly to your employees to cover family expenses should they face a serious illness or injury at little or no cost to you.
