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Article: Answering a prospect's objections. (Producer Advice).(Brief Article)
- Article from:
- National Underwriter Life & Health-Financial Services Edition
- Article date:
- June 10, 2002
- Author:
CopyrightCOPYRIGHT 2002 Summit Business Media. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Objections can stop a new agent dead in his tracks, sending him retreating to the new agent handbook on overcoming objections. But many producers agree that an objection is "an important part of the selling process--it gives prospects an opportunity to voice their concerns with the proposed plan of insurance.
"We should be happy when someone objects," says Burt Meisel of The Detroit Financial Group, Farmington Hills, Mich. "It's a prime method of communication," he says.
Meisel says that prospects object not because they don't want a product or service he is offering, but because they are trying to avoid making a decision.
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