Appointment Setting Objections
Shawn Meaike - Psychology Of The Sale
Appointment Setting Objections
Shawn Meaike - Psychology Of The Sale
I sent that in months ago
Yep, we are crazy far behind. Thanks for being so patient. I’m actually the manager of the county and am in charge of making sure this gets out to you, and I’m going to be out there tomorrow. Are you still working? (Jump right back into the script)
I didn’t send this in
Yeah (Client Name), this was the generic life insurance request you sent in sometime within the last few months. You put ____ as your birthday and _____ as your address. Anyway, I’m just the manager of the county in charge of getting this out to you (Jump right back into the script).
Oh, I already did that
Okay (Client Name), perfect. That will make this way easier for me, so what I’ll do is put you down for tomorrow to review and make sure our guys got you set up correctly. It shouldn’t even take 5 minutes. Are you still working, or retired or disabled? (Jump right back into the script)
I got to go, call me back later
Perfect, listen _______, I am leaving the office myself and don’t have time now. The purpose of the call was to set up a time to get back to you. What time are you typically back in the door from work? Ok I don’t have that time, but will put you down at _______. The only thing I ask due to the amount of appointments I have scheduled, is to give me a window between ______ and ______ , is that fair enough? Ok perfect ill be out there at that time to drop off the information you want and I look forward to meeting you and helping you then… have a great night.
I already got it taken care of/ I am already meeting with another agent this week.
Perfect, now _______ most families send back multiple request, to look at different options, compare and make sure they have the best plan for their family. Is it fair to assume you did the same thing? Ok, perfect, what ill do is get the information and options out to you that you haven’t received, so you can do what you originally wanted and compare… now we are running behind, so I wont have a lot of time. I’ll have about 5 minutes and can put you down between appointments either at ______, or _______ what time is better? Ok and because of our schedule, ill have about 15 appts that day, can you give me a window between ______ and ______. Perfect and _______ the only thing I ask and expect because of our schedule is that you definitely make sure to be there… is that fair enough. Perfect I look forward to meeting you and helping you.
Can you tell me how much it is going to cost? ( The Quote Objection) and Can you send it to me in the mail?
Great question, now ______ these plans are non medical, which means you don’t have to give your blood, or pee in a cup. As a filed underwriter they just want me to verify you are alive and breathing and get the information out to you. Now we are running behind, so I wont have a lot of time, but can get you in either at ______, or _______ what time is better.
I don’t have time this week, can you call me back next week (The Scheduling Objection)
Perfect, I definitely understand being busy _____ the next couple of weeks they have me managing several different counties as were behind. Listen I know how important this is to YOU and YOUR family, so ill put down some notes to best accommodate. What time are you typically in the door from work? And your spouse? Ok what ill do is this, my schedule is booked the only two days I’m out there in that area, so I cant promise anything, but I know how important this is to you, so ill go ahead and see if I can reschedule my ______ with an earlier time and get you in then. If I can’t do that I will let you know and the only thing I ask as I’m trying to get you in, is to give me a window between _______ and ______, is that ok?
I have gotten multiple calls about the mortgage protection
Yes most families do as its typical to fill out a couple of request to shop and compare and make sure you got the best plan for your family. Now listen ______ , I am a field underwriter not a sales rep, so we use over 10 carriers to best help each client and ill have about 15 appts tomorrow but can fit you in between appointments to get off the information dropped off to you either at ______, or _______ what time is better?
I don’t remember filling this out.
I understand, to refresh your memory you put down your DOB is _______ and your address is _______ and your loan amount is _______, is that correct? Perfect most families that send back the request like you did, want to ensure when they die that there is no financial hardship and they don’t struggle with the house, does that sound like something that would have been important to you as well? Perfect my job is to get that information out to you that you originally requested as it shows you haven’t received it. I will have 5 minutes to get this out to you between appointments at either _____, or _______ which time is better?
I’m no longer interested.
Ok, and I know this was originally important to you like it is every family that sends back the request. Are you no longer interested because you don’t believe you can afford it, or you don’t think you will qualify?
I can’t afford it
ok, I am a filed underwriter, not a sales person, so what I will do is look at the carriers and options that will fit your budget, now listen we are behind, so I wont have a lot of time, but I can fit you in between appointments at either _____ , or _____ to drop this off for you, what time is better?
I don’t think I can qualify
ok, I am a field underwriter, not a sales person, so what i will do is look at the options you can qualify for. Now I know this is important to you, but I we are running b won’t have a lot of time as ehind. I can put you down between appointments at either ______, or ______ what time is better?
No, I am just not interested, take me off the list
ok I am not interested either. Listen I’m not a sales person I and my job is to get th ’m simply a field underwriter e information out to you to release us of liability, what you do with that is up to you. Now , I won’t have a lot of time as we are running behind but I can stop by between appointments to have you sign off that you are not interested either at ________, or ____ what time is better?
We already got it taken care of
Perfect I will update our . system that we have already helped you haven’t got your courtesy annual review completed underwriter Is review the be nefits of the policy any cost of insurance changes to . Now it shows that you . What I can do as a field we helped you with and see if there is see if we can get your premium lowered. I wont I have a lot of time, but can do a quick review between appointments at either _____, or _____ what time is better?
I sent that in months ago
Yep, we are crazy far behind. Thanks for being so patient. I’m actually the manager of the county and am in charge of making sure this gets out to you, and I’m going to be out there tomorrow. Are you still working? (Jump right back into the script)
I didn’t send this in
Yeah (Client Name), this was the generic life insurance request you sent in sometime within the last few months. You put ____ as your birthday and _____ as your address. Anyway, I’m just the manager of the county in charge of getting this out to you (Jump right back into the script).
Oh, I already did that
Okay (Client Name), perfect. That will make this way easier for me, so what I’ll do is put you down for tomorrow to review and make sure our guys got you set up correctly. It shouldn’t even take 5 minutes. Are you still working, or retired or disabled? (Jump right back into the script)
I got to go, call me back later
Perfect, listen _______, I am leaving the office myself and don’t have time now. The purpose of the call was to set up a time to get back to you. What time are you typically back in the door from work? Ok I don’t have that time, but will put you down at _______. The only thing I ask due to the amount of appointments I have scheduled, is to give me a window between ______ and ______ , is that fair enough? Ok perfect ill be out there at that time to drop off the information you want and I look forward to meeting you and helping you then… have a great night.
I already got it taken care of/ I am already meeting with another agent this week.
Perfect, now _______ most families send back multiple request, to look at different options, compare and make sure they have the best plan for their family. Is it fair to assume you did the same thing? Ok, perfect, what ill do is get the information and options out to you that you haven’t received, so you can do what you originally wanted and compare… now we are running behind, so I wont have a lot of time. I’ll have about 5 minutes and can put you down between appointments either at ______, or _______ what time is better? Ok and because of our schedule, ill have about 15 appts that day, can you give me a window between ______ and ______. Perfect and _______ the only thing I ask and expect because of our schedule is that you definitely make sure to be there… is that fair enough. Perfect I look forward to meeting you and helping you.
Can you tell me how much it is going to cost? ( The Quote Objection) and Can you send it to me in the mail?
Great question, now ______ these plans are non medical, which means you don’t have to give your blood, or pee in a cup. As a filed underwriter they just want me to verify you are alive and breathing and get the information out to you. Now we are running behind, so I wont have a lot of time, but can get you in either at ______, or _______ what time is better.
I don’t have time this week, can you call me back next week (The Scheduling Objection)
Perfect, I definitely understand being busy _____ the next couple of weeks they have me managing several different counties as were behind. Listen I know how important this is to YOU and YOUR family, so ill put down some notes to best accommodate. What time are you typically in the door from work? And your spouse? Ok what ill do is this, my schedule is booked the only two days I’m out there in that area, so I cant promise anything, but I know how important this is to you, so ill go ahead and see if I can reschedule my ______ with an earlier time and get you in then. If I can’t do that I will let you know and the only thing I ask as I’m trying to get you in, is to give me a window between _______ and ______, is that ok?
I have gotten multiple calls about the mortgage protection
Yes most families do as its typical to fill out a couple of request to shop and compare and make sure you got the best plan for your family. Now listen ______ , I am a field underwriter not a sales rep, so we use over 10 carriers to best help each client and ill have about 15 appts tomorrow but can fit you in between appointments to get off the information dropped off to you either at ______, or _______ what time is better?
I don’t remember filling this out.
I understand, to refresh your memory you put down your DOB is _______ and your address is _______ and your loan amount is _______, is that correct? Perfect most families that send back the request like you did, want to ensure when they die that there is no financial hardship and they don’t struggle with the house, does that sound like something that would have been important to you as well? Perfect my job is to get that information out to you that you originally requested as it shows you haven’t received it. I will have 5 minutes to get this out to you between appointments at either _____, or _______ which time is better?
I’m no longer interested.
Ok, and I know this was originally important to you like it is every family that sends back the request. Are you no longer interested because you don’t believe you can afford it, or you don’t think you will qualify?
I can’t afford it
ok, I am a filed underwriter, not a sales person, so what I will do is look at the carriers and options that will fit your budget, now listen we are behind, so I wont have a lot of time, but I can fit you in between appointments at either _____ , or _____ to drop this off for you, what time is better?
I don’t think I can qualify
ok, I am a field underwriter, not a sales person, so what i will do is look at the options you can qualify for. Now I know this is important to you, but I we are running b won’t have a lot of time as ehind. I can put you down between appointments at either ______, or ______ what time is better?
No, I am just not interested, take me off the list
ok I am not interested either. Listen I’m not a sales person I and my job is to get th ’m simply a field underwriter e information out to you to release us of liability, what you do with that is up to you. Now , I won’t have a lot of time as we are running behind but I can stop by between appointments to have you sign off that you are not interested either at ________, or ____ what time is better?
We already got it taken care of
Perfect I will update our . system that we have already helped you haven’t got your courtesy annual review completed underwriter Is review the be nefits of the policy any cost of insurance changes to . Now it shows that you . What I can do as a field we helped you with and see if there is see if we can get your premium lowered. I wont I have a lot of time, but can do a quick review between appointments at either _____, or _____ what time is better?