There is a world of difference between “handling” objections and “answering” them. In most cases ‘answering’ objections leads to more objections and very often makes selling impossible. If you are in the habit of “answering” objections, the Course SHAKTI for Objection Handling is just for you. We will teach you which objections are to be handled and which are to be answered and how.
“Answering” all objections is very challenging
For most of us each objection is different from the other. So the method of handling each objection has to be learnt individually and separately. This is a lot of learning. For objections are countless. It is like learning the multiplication tables from 2 to 99. Each table more challenging than the other. And as we go to higher and higher numbers, the task becomes more and more difficult.
Objections are too varied to learn one by one
Each objection is different in nature and subject content. Some objections are based on a basic lack of trust in insurance, some are based on the lack of money, yet others are based on the advice given by others in the lives of customers. Some objections are based on the reluctance to plan for the long term, or a belief that mutual funds give better returns, or a belief that life insurance endowment gives low return, or the need to take someone else’s advice.
But there is a common thread
Objections to buy life insurance are too many, too varied and seemingly need different answers. To some extent this is true. Yet there is a greater truth. There is a common thread running through all objections. What is that common thread? It is customer psychology. The common thread gives you a technique of handling objections.
Learn Customer Psychology to know which objections to answer and which to handle
Understanding customer psychology brings a very different angle to objection handling. We will learn that all objections need not be answered. Only some objections need to be answered. Most objections need to be just handled.
Handling objections is a mind game
Imagine you are playing a game of chess with your customer. In chess the two players think out what the other player’s move will be before they make their move. That is, if I have to make a move on the chess board, I will first think what my opponent will do subsequently. It is only when I am satisfied that my move will not create advantages to my opponent I will make my move in chess.
Similarly in objection handling, we have to understand customer psychology to know what to say, how to say it and when to say it.
Which of the objections need to be “handled” and which of the objections need to be “answered”? Learning this will help you close more cases.
Come to IIST for a Unique Learning Experience
Learn the method of handling objections that need “handling” and also learn the method to answer objections that need “answering”. Learn how to distinguish between types of objections and learn the technique to handle or answer them.
Global Best Practices, Indianised
Learn from the best practices from across the world that has been wholly Indianising by IIST. Look Global Act Local. 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.