Let me correct myself. The type of objections we face in the sales process is because of what we say, how we say it and when we say it. When we make our points A very important point that we wish to make if it is made without an adequate introduction to the point creates… Continue reading Objections Arise because of What We Say

In life insurance selling there is only one challenge – objection handling. Objections come in the way, as a hurdle, of closing a sale. Once you learn the product and standardize your sales process, the learning is for a lifetime. However, this is not the case with objection handling, you need to regularly practice your… Continue reading The Only Challenge

When we start learning how to handle objections we normally are taught a few smart responses to handling objections. For example it is said that one of the greatest life insurance agents, Ben Feldman, once went up to the secretary of a big businessman and asked her how valuable the businessman’s time was. Ben Feldman,… Continue reading Smart or Tactful?

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… Continue reading Do we handle objections or answer them?

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… Continue reading Do you end up arguing?