HANDLING 10 BASIC APPROACH OBJECTIONS

Mr. Prospect, I can fully appreciate that you are a busy person, which is why I telephoned to make an appointment rather than just call on you personally. So tell me, would ……………………

I have a friend in the business

Mr. Prospect, I am very pleased that you have one, as it probably means that you have been given good advice in the past. It certainly is not my intention to duplicate anything that has already been done. So tell me, would ………………….

Certainly I could send you details Mr. Prospect, but I doubt that they would be of interest to you as everything we do is tailor-made to suit the individual client. That is why I would like to meet you in person first. So tell me, would ………………………..

Mr. Prospect, I can understand that unnecessary expenses must be avoided. However, there is no obligation on your part while you consider whether my services could be of value to you. At the very least, you will benefit from knowledge gained that might help you when your circumstances change. So tell me, would…………………….

Mr. Prospect, these ideas may well be of great benefit to you. I certainly do not mind using my time to share them with you .. So tell me would ………………….

To talk with me, Mr. Prospect, costs nothing. Our first priority is to see whether our services will be of benefit to you. So tell me, would ………………..

Mr. Prospect, I see my work as providing a service, and my first priority is to establish whether my services will be of benefit to you. You will be able to judge that for yourself very quickly. So tell me would ……...

Is it insurance?

I gather, Mr. Prospect, by asking that question, you already have insurance? (Yes or No response follows) Fine, then I am positive that our getting together for 15 minutes will be of tremendous value to you. So tell me, would ……………

That is why I am telephoning you, Mr. Prospect, so that we can get together to discuss it in person. So tell me, would it be convenient for you if I come to you on ………………..