Gatekeeper objections Flashcards
Opening script
Good morning/afternoon, maybe you can help me. My name is joseph and I just stopped by to schedule an appointment with the Business Owner. Is he/she in?
2). He’s not in.
I was just trying to find the best time to reach him and schedule some time on his calendar. Could you tell me, is it better to reach him early in the morning, or later in the afternoon? (Corner)
3). Who are you with?
I’m with Aflac, you know the company with the great duck commercials. Which one is your favorite? _______ Great! (Don’t pause) I just stopped by to schedule an appointment with the business owner. Would you see if he has a moment to greet me?
4). What do you do?
I’m glad you asked. Over the past 12 months we’ve added more than 1500 companies here locally to our client list by providing sensible employee enhancement programs that help build loyalty to your organization. Again, I just stopped by to schedule an appointment. Would you see if he has a moment to greet me?
5). Do you have any information you can leave me?
Actually, no I don’t. In fact I just stopped by to schedule an appointment and I didn’t bring anything with me. I would really like to set some time on his calendar. Would you see if he has a moment to greet me?
6). What exactly does your company do?
Well once again as I mentioned, our programs build loyalty to companies and they provide very sensible employee enhancement programs that help employees see the value in staying with one employer. And as you well know, I’m sure you’ve been here for several years, trying to attract and retain quality employees is of definite interest to most business owners. Again, I just stopped by to schedule some time on his calendar. Can you see if he has a moment to greet me?
7). You’ll need to talk to the benefits person.
Benefits? Well this isn’t insurance as you know it. In fact, this actually has more to do with employee loyalty to the company and an employee’s well being. I imagine that the business owner handles those types of decisions, doesn’t he? Would you see if he has a moment to greet me?
8). We looked at Aflac already.
Great! How long have you had the plan in place? (It’s not in place.) Well that’s why I’m here, would you see if he has a moment to greet me?
9). We are not interested.
You know it’s funny that you mention that because many of our existing clients, their first reaction was that they wouldn’t be interested. But they figured out it was worth taking the time to schedule it on the calendar. All I need is a moment of the business owner’s time to schedule an appointment. Can you see if he has a moment to greet me?
10). You are the fifth Aflac person.
I would be surprised if that number were any less because your company fits the profile of the majority of companies we work with. Again I just stopped by to schedule an appointment with the business owner, would you see if he has a moment to greet me?
