Framing The conversation

Question 1

What are the ways to handle objections?

Answer 1

Smoke screen
Objection resolution model
Feel, felt, found

Question 2

Two other techniques used to connect with people

And help them come to a conclusion that they need to purchase

Answer 2

Spin selling

Filler formulas

Question 3

Framing the conversation

Answer 3

Intro
Name, company, location

Reason
The reason I am calling is …

Benefits
Establish credit ability and to bring value

Close
Elicit A desired response such as setting an appointment or purchasing

Question 4

Intro

Answer 4

Hello ———. this is Angela Timm from country financial here in Minot. How are you?

Question 5

Reason

Answer 5

Reason for the call is I am following up with you in regards to your interest in the auto and home insurance.

Have you ever heard of country financial?

Question 6

Answer YES to they have heard of country financial.

Answer 6

Great!

Wh at things have you heard about Country Financial?

Question 7

Answer NO they’ve never heard of country financial

Answer 7

We are a local company, we value relationships with people, and country financial has been helping people with insurance and retirement since the 1920s.

Question 8

Benefits

Answer 8

I meet with all of my clients on a regular basis and would like the opportunity to go over your current insurance coverages, making sure you’re getting all the discounts you deserve and that you have the correct coverages in place to fit your specific needs.

Question 9

Close

Answer 9

Do you have any time on Thursday morning or Friday to meet with me? It would only take about 15 minutes which one works best for you?

Question 10

Smoke screen Definition

Answer 10

A polite excuse that people use when they do not want to make a decision. Classic example is I just need to think about it. Or I’m just really busy.

Question 11

Objection resolution model

Identity the four components of the model

Answer 11

Objection,
empathy and acknowledgment, best question,
three benefits,
close.

Question 12

Getting past the smoke screen

Answer 12

Step one listen, evaluate and empathize.

Step two smoke screen first question

step three smoke screen second question

step four is the objection resolution model best question or core objection

Question 13

Smoke screen step one

Answer 13

Listen, evaluate and empathize- empathy & acknowledgement

Example
I can understand that. This is a big decision.

Question 14

Smoke screen step two

Answer 14

Step two is the Smoke screen first question

Question the validity of the objection for example what is it that you need to think about first?

Question 15

Smoke screen step three

Answer 15

Step three is a smokescreen second question

you must question if there are any other objections or if this is the only one. Begin the process of overcoming their core objection. For example

in addition to (objection) is there anything else that might be holding you back?

Question 16

Smokescreen step four

Answer 16

The fourth step in the smokescreen is to jump into the objection resolution model using the best question.

Question 17

Feel, felt, found. Define steps

Answer 17

1) I understand how you must feel.
2) I have a client who felt the same way.
3) however after we move forward with this he found that…

Question 18

Most common smoke screens

Answer 18

I just really need to think about
I am just really busy and I don’t have time
I want to talk with my spouse
Can you call me next week?
I don’t have the money right now

Question 19

First smoke screen

I just really need to think about it

Answer 19

4 steps
Empathy acknowledgment
I completely understand it’s a really big decision.

First question
What is it that you want to think about first?

Second question
In addition to ———is there anything else?

Find out the core objection

Question 20

Second smoke screen

I’m just really busy

Answer 20

4 steps
Empathy and acknowledgment
I completely understand most people are really busy at this time of the year.

First question

Second question

Core objection

Question 21

Third smoke screen

I want to talk with my spouse

Answer 21

4 steps
Empathy and acknowledgment
I completely understand

First question

Second question

Core objection

Question 22

Fourth Smoke screen

Can you call me sometime next week?

Answer 22

4 steps
Empathy and acknowledgment
I completely understand

First question

Second question

Core objection

Question 23

Fifth smoke screen

I really don’t have the money right now

Answer 23

4 steps

Empathy and acknowledgment
I completely understand

First question

Second question

Core objection

Question 24

The most common feel, felt, found

Answer 24

I already have an advisor 
I’m just really busy 
I already have insurance with work 
I already have enough insurance 
it seems really expensive

Question 25

How to handle feel, felt, found

I already have an advisor

Answer 25

Fffc

Question 26

How to handle feel, felt, found

I am really busy.

Answer 26

Did

Question 27

How to handle feel felt found

I already have insurance through work.

Answer 27

Fffc

Question 28

How to handle feel felt found

I already have enough insurance and my needs are taken care of

Answer 28

Ff

Question 29

How to handle feel felt found

that seems really expensive

Answer 29

Fff