Objections… the more the better.

This article was written by ToddC, on September 10, 2012

Don't let objections stump you!

No matter what you are trying to sell
there will always be objections.
All people in sales must confront this challenge.

The price is high, I need to talk to my kids, I already have insurance, I’m not planning on dying anytime soon… the list goes on and on. To many sales people this is a nightmare. It doesn’t have to be. This funeral friends, is opportunity!

An objection is merely a cover for the need for more information. Something in your presentation did not answer a question or concern for your audience. As you gain experience in presenting funerals to families, you will hear many of the same common objections over and over again. Be educated, do your homework, and learn to handle objections before they are brought up. Listen to what is really being said when an objection presents itself.

Understand that an objection is really a question in disguise. If you can handle the objection in your presentation before it is brought up, it will never make an appearance. For example, the “we already have insurance” objection is your opportunity to explain that insurance is for those who are living as a replacement income, brought on by the death of a working family member. Find a place in your presentation to explain this before your customer has the opportunity to use this objection.

If you can get the objections out of the way ahead of time,
you will be well on your way to writing that contract!

One thought on “Objections… the more the better.

Leave a Reply

Your email address will not be published. Required fields are marked *