Partner objections

Question 1

Softeners:

Answer 1

Great question…
Now that is an interesting question… I haven’t been asked that for a longtime
Lets pretend I could…. What would be the outcome needed?

Question 2

• I’m happy with x broker, I’ve been working with them for years and don’t want to change

Answer 2

That makes sense, they’ve been around for a long time. Do you mind if I ask a slightly awkward question… Its not your brother in law is it?

Question 3

• What do you do that is actually any different from the others

Answer 3

Yep, on paper we all do the same thing right? So could I ask you a difficult question. Why is it do you think that some brokers make a hell of a lot more money than other brokers out there? …. and … That is a skill that is developed over years, so let me ask you a question

So let me ask you a question, if you genuinely believe that based on my experience and previous transactions that I could have done better for you and your clients

Question 4

We do not refer brokers/ We do not get involved with currency

Answer 4

That makes sense, so let me ask you this. When you say you don’t use brokers is that because you don’t feel like your customers would be interested, because you are worried they will think you are over stepping or some other reason? ok can I ask you an awkward question? Have you ever asked them if they wanted fx services?

Question 5

We already have contacts internally

Answer 5

When you say internally, what does that mean?

and I take it that your head office has told you that you are not allowed to engage with currency services yourself / Challenge: Actually prohibited / I assume head office does this for free / I’m curious, why are you letting head office take money that you could have?

Question 6

• You have to go via the directors

Answer 6

That is fair, it’s their business after all. And if I called them and they said no for whatever reason, I’m guessing you would still be against working together even if I could prove to you we can make a big difference to your clients?

Question 7

Sonia said you can do a great job and we want to find out more

Answer 7

Well we try and do our best for Sonia and her clients. Out of interest, what was it that Sonia said in particular that made you want to have this chat?

Question 8

We already have a broker we trust

Answer 8

I’m not surprised, you have been in France for a long time. I’m guessing you wouldn’t even want to get a comparative quote out of fear of upsetting them right?

Question 9

We prefer to use our bank

Answer 9

That is fair enough. Can I ask one last question. Do you stick with your bank because you tried brokers in the past and got burnt? Because you don’t trust brokers like myself? or something else?

Question 10

I would be happy to refer to you

Answer 10

That is great. I’m surprised though, I thought you were still keen to stick with the other guys

Question 11

• I might give you a go with the next client / I will keep you in mind

Answer 11

ok, I thought you were going to say the opposite! Can I just check, is this just a polite way of telling me to go away?

Question 12

I’m not sure we want to look at this now

Answer 12

When you say now, you meant to say we will never review this again right?

Question 13

We prefer to let the clients work it out on their own / We don’t get involved

Answer 13

So are you telling me if you knew of a solution that could definitely help the client save money and time you don’t think they would be grateful for the help.

Question 14

• We never get asked about it

Answer 14

That makes sense, You must work with very few international clients now I’m guessing

Question 15

Getting them to question the referral

Answer 15

Awkward question: Have you ever asked them if they wanted FX services?

Presumptive: So when you asked them if they wanted FX services what did they say?