In Basics of Objection Handling – 3, we learnt the 6-step technique of handling genuine objections. In this article we learn how to apply the 6-step technique in practice. Let us recall the 6 steps first. Listen to the customer Ask the Customer to repeat his statement or question Repeat the customer’s question and get… Continue reading Basics of Objection Handling – 4
We have so far read 2 articles on the Basics of Objection Handling – Basics of Objection Handling – 1 and Basics of Objection Handling – 2. We are approaching the subject of Objection Handling by first constructing the conceptual framework. The conceptual framework will give us the answers to all the objections we face.… Continue reading Basics of Objection Handling – 3
The newspaper MINT (24 April 2019) published a news item on a the “Report The New Social Contract: A Blueprint for Retirement in the 21st Century”, published by the Aegon Centre for Longevity and Retirement based in Netherlands. There is very good news for life insurance marketing in India in that Report. India is No.… Continue reading Retirement Planning – Your Entry Ticket
During the peak of mutual fund sales in 2017 and 2018, one of the arguments put forth by the advocates of shares and mutual funds was: If a person had invested Rs. 100 in 1979 in a SENSEX Fund, today with the SENSEX at nearly 40,000, Rs. 100 invested in 1979 would be worth Rs.… Continue reading The Senseless SENSEX
In my previous article I had mentioned the basic reasons why customers raise objections (https://www.helpindiainsure.iistpune.in/2019/04/24/basics-of-objection-handling-1/ ). In this article we will study some more basics. The reason we are going through the basics is that it gives a framework in which we approach the subject of objection handling. It is like first trying to learn… Continue reading Basics of Objection Handling – 2
Starting today I am adding a new category of articles: Objection Handling. We will first understand the basics of objection handling before we go specific objections. Handling objections is not merely having a smart response. It requires knowledge, a specific attitude, a technique and the right communication skills. To develop on these lines we first… Continue reading Basics of Objection Handling – 1
One of the main reasons for under performance in life insurance sales is the lack of adequate prospecting activity. It is quite common for the agent to wake up in the morning and wonder whom to visit during the day. All the motivation to be a top performer, to qualify for MDRT, etc., goes up… Continue reading Is Prospecting Your Problem?
Many of us have used Jet Airways to travel and many of us were satisfied with their service. To the traveler Jet Airways looked a solid organisation owning and operating so many planes, with services all over the world. Now suddenly the airline has stopped its services. Little did the travelers know that the airline… Continue reading Investment Risk is always Hidden till It Surfaces
There was a time not long ago when the share markets were volatile when the mutual fund sellers advocated that investors should switch to debt mutual funds claiming that debt funds were safe. They sold debt funds as safe investments, till IL&FS defaults hit the market. Suddenly it transpired that many mutual funds had invested… Continue reading Debt Funds Anyone?
