Every agent has heard those words before; any agent that’s been in the business very long has heard it many, many times.
Why does that objection come up? What can you do about?
Experienced agents will tell you they practice long and hard to prevent it rather than having to spend time combating it. And, how, you ask, do they do that?
Before you learn what the seasoned agent does with National Agents Alliance, let’s explore the reason the objection surfaces, usually just when you think you’ve done a great job explaining the features and benefits. You have covered all the bases, explained all the possible coverages and riders, and you even have the application nearly completed. Just when you ask for the sale, the “I have to think about it” rears its ugly head.
The reasons? Far and away the number one reason is they can’t afford it. Number two, there’s something they don’t understand. It doesn’t mean you haven’t done a good job explaining the plan that will cover their family perfectly. It doesn’t mean you did something wrong. It’s an objection that every agent faces and eventually learns to anticipate.
Top producers with National Agents Alliance go in knowing that there is a good probability they’ll hear those dreaded words, so before they even get into their presentation they’ll say something like this:
“Before I show you the options and the prices, I want to ask you for a couple favors:
- If there is anything that you don’t understand about the proposal I have prepared, please don’t hesitate to ask me questions.
- The other favor is, as we go through the options and prices, if you like the plan but don’t feel they fit your budget, please tell me. I have prepared a number of options.
I learned early on that when someone likes the plan, but doesn’t think he can afford it or he doesn’t really understand it, instead of telling me that, he just says, ‘Looks good but we need to think about it.’ I finally figured out that ‘think about it’ means he doesn’t think he can afford it or he doesn’t understand something. So by not telling me, I can’t help him. So please promise me you’ll tell me.” (Nod while you’re saying this)
It’s very liberating to say this and it usually heads off this common objection. If the client does tell you they can’t afford it or they don’t understand, you can handle that, and we’ll discuss that in another session.