Objections (Untouchables)

Question 0

TOO BUSY

Answer 0

I understand that, I do, but this is an opportunity. My schedule usually books out a couple weeks in advance so, let’s arrange a date on the calendar and if we need to change it we can, alright.

Question 1

NOT INTERESTED

Answer 1

Alright, you obviously have a reason for saying that, what would that be?

Question 2

SOMEONE ELSE HANDLES THIS

Answer 2

I’m sure ______ is great at what he/she does, but I can’t believe he’ll/she’ll have the same perspective as you being the owner. It’ll only take a 10 minute investment up front and then ______ will be able to take it from there.

Question 3

DOESN’T LIKE AFLAC

Answer 3

Have you ever been to a great restaurant and received horrible service? (Or a similar analogy.)

Question 4

KEY PHRASES

Answer 4

Hold on Diem!

I’d let you hang up if there wasn’t a misunderstanding.

This is too important.

I’m not selling anything, I’m looking to set up an appointment.

Question 5

EVERYTHING ELSE

Answer 5

How many employees do you have?

Diem, 97% of companies your size are failing to take advantage of these tax codes. It’s costing them thousands of dollars a year. Assuming a 5% profit margin which, let’s say that’s equivalent to $______ in sales for you. You wouldn’t turn down a $______ in sales if it only took you 10 minutes to make.

EE CHART
10 EEs - $11,000 ($550)
20 EEs - $22,000 ($1,100)
30 EEs - $33,000 ($1,650)
40 EEs - $45,000 ($2,250)
50 EEs - $62,000 ($3,100)