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Article: Prospect objections can be overcome.(insurance sales)(Brief Article)
- Article from:
- National Underwriter Property & Casualty-Risk & Benefits Management
- Article date:
- June 24, 2002
- Author:
CopyrightCOPYRIGHT 2002 The National Underwriter Company. 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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Client objections during the sales process are as inevitable as night following day, and they can crop up at any time--during the beginning, middle or end of the producer's pitch.
In trying to come up with a list of the top 10 personal lines sales objections, it turned out to be much longer than originally thought. Just a sample, from years of experience, reveals a wide variety of objections. They include:
* I have to check with my spouse...financial advisor...attorney...accountant, etc.
* We're not that unhappy with our current arrangements.
* Our current agent fixed what you told us was broken.
* I don't like you very much.