Telesales Objections
FFL Telesales Objections
Opening Objections
I don't remember - I never did that
I totally understand, and I would be surprised if you did remember. I don't even remember what I ate for breakfast yesterday! We have had an overwhelming response rate in your area, so I apologize for not getting back to you sooner. This was regarding the state regulated final expense programs to pay for your burial and cremation. You put down your date of birth as x/x/x and your favorite hobby as [xxxx], is that correct?
I already have coverage
Perfect, most people I speak with already have coverage, I'd be surprised if you didn't have any. And, I'm not asking you to make any changes, I'm just here to review the plans and benefits that are available for you in 2023, and then get you information on whatever you may be interested in. Sound fair? You put your date of birth as [x/x/x], is that correct?
I'm not interested
I totally understand. Its just my job to get you all of this information in the shortest amount of time possible so that you can make a decision whenever you're ready.
What's this for?
This is to take care of your final expenses/burial so no financial burden is left behind when you die. You put your date of birth as [x/x/x], is that correct?
Can you just email me information?
Yea that's not a problem, just so I can put together the best information for you, what exactly are you looking for?
Why are you calling me (hostile)
Oh I apologize, I didn't mean to offend you, this is just {agent}. Looks like you had filled out a form for some possible quotes for life insurance a couple months ago, you may or may not remember that.
Just give me the price (rushing you)
I'm happy to give you a price but at this point, i’m not sure we can even help you yet, it might be more appropriate if I were able to ask you a few questions that way i'll know if what we are doing fits into what you might be looking for.
Closing Objections
I Have To Talk To My Spouse
agent: Yea that's not a problem, how does your spouse feel about you having the stronger financial protection with the policy for her/him to be able to pay for the home and some of the other expenses when something DOES happen to you?
client: responds
agent: well hold on though, what are you going to do if you go to them and they don't want you to get the life insurance policy so you can protect them, so you end up not having the extra protection, and then something happens to you, what are they going to do then?
I Don't Have The Money
agent: (agree with them): Yea that's not a problem, when you say you don't have the money, how do you mean by that? Just so I understand
client: responds
agent: Yea that's not a problem, and I can appreciate that money might be an issue from what you said, tell me if you did have the money, is this something that would work for you?
client: yes
agent: well hold on, why do you FEEL like it would?
I Have Insurance Through Work
That's great, maximize that as much as you can. Have you thought about what would happen if you ever change jobs or your company ends up dropping those benefits like Sears did and a lot of other companies are doing? And let's say your health changes unexpectedly, like it gets worse, and you can no longer qualify for insurance and then something happens to you, what would you do then?
It's too expensive - can't afford it
That's not a problem. Tell me, if it...was more affordable...is this something you would want to have?
client- Well, yes.
agent: Well,...Why do you feel like it would help you?
client: responds
agent: Can I..maybe make a suggestion? Have you..you know maybe considered...reducing the amount of coverage so it is more manageable for you and still eases the burden for your family when you pass away, as opposed to leaving your family with nothing at all. Would that help?
Opening Objections
I don't remember - I never did that
I totally understand, and I would be surprised if you did remember. I don't even remember what I ate for breakfast yesterday! We have had an overwhelming response rate in your area, so I apologize for not getting back to you sooner. This was regarding the state regulated final expense programs to pay for your burial and cremation. You put down your date of birth as x/x/x and your favorite hobby as [xxxx], is that correct?
I already have coverage
Perfect, most people I speak with already have coverage, I'd be surprised if you didn't have any. And, I'm not asking you to make any changes, I'm just here to review the plans and benefits that are available for you in 2023, and then get you information on whatever you may be interested in. Sound fair? You put your date of birth as [x/x/x], is that correct?
I'm not interested
I totally understand. Its just my job to get you all of this information in the shortest amount of time possible so that you can make a decision whenever you're ready. You put down _____ as your beneficiary is that correct?
What's this for?
This is to take care of your final expenses/burial so no financial burden is left behind when you die. You put your date of birth as [x/x/x], is that correct?
Can you just email me information?
Yea that's not a problem, just so I can put together the best information for you, what exactly are you looking for?
Why are you calling me (hostile)
Oh I apologize, I didn't mean to offend you, this is just {agent}. Looks like you had filled out a form for some possible quotes for life insurance a couple months ago, you may or may not remember that.
Just give me the price (rushing you)
I'm happy to give you a price but at this point, I’m not sure we can even help you yet, it might be more appropriate if I were able to ask you a few questions that way I'll know if what we are doing fits into what you might be looking for.
Closing Objections
I Have To Talk To My Spouse
agent: Yea that's not a problem, how does your spouse feel about you having the stronger financial protection with the policy for her/him to be able to pay for the home and some of the other expenses when something DOES happen to you?
client: responds
agent: well hold on though, what are you going to do if you go to them and they don't want you to get the life insurance policy so you can protect them, so you end up not having the extra protection, and then something happens to you, what are they going to do then?
I Don't Have The Money
agent: (agree with them): Yea that's not a problem, when you say you don't have the money, how do you mean by that? Just so I understand
client: responds
agent: Yea that's not a problem, and I can appreciate that money might be an issue from what you said, tell me if you did have the money, is this something that would work for you?
client: yes
agent: well hold on, why do you FEEL like it would?
I Have Insurance Through Work
That's great, maximize that as much as you can. Have you thought about what would happen if you ever change jobs or your company ends up dropping those benefits like Sears did and a lot of other companies are doing? And let's say your health changes unexpectedly, like it gets worse, and you can no longer qualify for insurance and then something happens to you, what would you do then?
It's too expensive/I can't afford it
That's not a problem. Tell me, if it...was more affordable...is this something you would want to have?
client- Well, yes.
agent: Well,...Why do you feel like it would help you?
client: responds
agent: Can I..maybe make a suggestion? Have you..you know maybe considered...reducing the amount of coverage so it is more manageable for you and still eases the burden for your family when you pass away, as opposed to leaving your family with nothing at all. Would that help?