Part 4- Closing Objections

Question 1

I can’t take my people out of production for the time it will take to meet with you.

Answer 1

______, in considering something like this, you want to ask yourself two questions; first of all, if you as an employer had one of your employees have an illness, accident, or even a death, you as an employer would want to help them, isn’t that true?

[Yes]

Secondly, a few minutes once a year for each employee would not affect your business in a negative way, isn’t that true?

[Yes]

Is there any reason you would not offer what we have to your employees?

Question 2

My employees can’t

afford it

Answer 2

If your employees are living paycheck to paycheck today, then if something did happen to them, like an illness, accident, or even death, chances are that would come to you for help, is that true?

[Yes]

_______, most employers have found that it’s better to offer employees solutions for a just a few dollars a week today rather than face a major problem tomorrow. Do you see what I mean?

[Yes]

Is there any reason you would not offer what we have to your employees?

Question 3

I want to poll my employees to see if they are interested

Answer 3

What we normally do is bring breakfast one morning or lunch, whichever works best for you, and give a brief overview of the introductory offers and the needs analysis to determine if there is interest.

Would breakfast or lunch work better?

Question 4

We already have a plan in place with someone else

Answer 4

That’s great to hear and it shows that you really do care about your employees. We’re not suggesting canceling your current benefits, but rather enhancing what you’re offering with a much needed benefit like our Group Term Life I discussed, that no other company can offer. Do you see where this product could fill a gap in your plan and give your employees life insurance they could afford to keep after they retire?

[Yes]

Is there any reason you would not offer what we have to your employees?

Question 5

Let me think about it

(or any other objection)

Answer 5

______, I understand how you feel, in fact, a lot of my clients have felt the same way, but what they have found once they really considered it was, you may never know what’s right around the corner and that while they were waiting, one of their employees could have a serious illness, accident or even death, leaving them financially devastated. Do you see what I mean?

[Yes]

Is there any reason you would not offer what we have to your employees?