In most objection handling techniques that are taught and practiced, the main method is to put your point of view across, no matter what the objection. Putting our view across to the customer is nothing but arguing. Arguments do not win contracts.

Is this how we handle objections?

For example if a customer says he would like to consult his chartered accountant before coming to a decision, the most popular response is that the chartered accountant is a tax consultant and we are insurance consultant. By this the implication is that the chartered accountant is not the expert to consult on the matter of the need for a life insurance policy.

You are Right, but Wrong

Very true. But is it a good strategy to tell your customer that he or she is making a mistake in the choice of an advisor? Customers do not like being told that they are wrong. Telling them that they are wrong is a bad strategy and often results in arguments and many subsequent objections.

Should we be Wrong and Tell the Customer he or she is right

Should we therefore tell them they are right? This too is a bad practice. If they are right then our sales pitch ends there and then. There is nothing we can do further to sell. As insurance agents we know they are wrong. Just as we do not advice on tax or legal matters, chartered accountants are not trained to advice on life insurance matters. But it is a wrong strategy to mention this to the customer.

Then what should we do?

If we cannot tell a customer he or she is right and if we cannot tell a customer that he or she is wrong, then what should be our way of handling objections? This is exactly what we will teach you, through coaching and individualized mentoring. Come experience not only a unique objection handling technique but also the highly acclaimed and unique IIST teaching method. We do not lecture. You Learn.

The Middle Path to Handle Objections

Come to IIST. Learn a method of handling objections without arguing. There is no need to tell a customer he is right or he is wrong. There is a middle path. Learn the middle path.

Global Best Practices, Indianised

Learn from the best practices from across the world and wholly Indianising the global practices. IIST brings to you a unique technique of handling objections. IIST has been certified , as Quality in Business, by the International Trade Council, Washington for such efforts.

Join the course SHAKTI for Objection Handling NOW!

Duration: Minimum 10 hours, but will continue till all topics are satisfactorily covered. Will be conducted over 2 to 3 weeks @ 2 hours per day for 3 days a week

Start Date: 5 November 2020. Last date for registration: 4 November 2020.

Teaching Method: This is an interactive program. We will give you assignments and conduct many role plays. We will provide individual mentoring so that you master the technique being taught.

Benefits you will receive: An objection handling technique that will help you to enjoy selling life insurance, face fewer objections, be able to handle objections (provided you put in the efforts to learn), and close more sales.

Join Now! Click on Google Forms link https://forms.gle/jKaZB9bXhQXjkkkE6 to Register for the Course SHAKTI for Objection Handling. If unable to click copy and paste the link in your web browser.

Call or WhatsApp 87679 59816 for more details. Brochure is given below.