Part 2- Intro to DM & DM Objections

Question 1

Intro to DM

Answer 1

Hi, ____________(DM First Name) I am _________ with Liberty National. I work with (small) businesses in helping them provide valuable benefits for their employees while helping the employer save on their payroll taxes, with no cost to the business.

I realize you may be busy, is now a good time?

Question 2

Is this like XYZ Company?

Answer 2

Great question, that’s why I need 15 minutes, may we step into your office?

Question 3

I don’t have time.

Answer 3

I understand, I usually work by appointment. I have sometime available (Day) at (Time) or (Day) at (Time). Which

works better?

Question 4

My employees wouldn’t be interested.

Answer 4

I understand you feeling that way, but let me ask you this. If you were to find out that your employees did have interest would you be willing to take a look at how we could help them? [Yes] Ok, let’s do this. Give me time to go over it with you and then I will show you the best way to determine if there is interest. Is now a good time?

Question 5

We’ve tried this before.

Answer 5

I understand. We have other clients who had similar experiences before doing business with us. Service is a big part of any benefit program and is certainly something we take a lot of pride in.

Is now a good time?

Question 6

I’m not interested.

Answer 6

I can certainly understand you saying that having just met me, but I think if you had a few minutes to look at the ways we have been able to help other employers, at no cost to them, you would see the benefit.

Is now a good time?

Question 7

We already have benefits.

Answer 7

That’s great to hear. Most of my clients do as well. Our goal isn’t to replace anything you currently have, but instead show you a way to enhance your current benefit package.

Is now a good time?

Question 8

How long will this take?

Answer 8

Typically it takes about 15 minutes, but if you have questions it may take a little longer.

Is now a good time?