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Objection handling

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Objection handling

  1. 1. Welcome Let us Have a Powerful Life Ahead…
  2. 2. Objection Handling Aravamudhan T V Objections = Opportunity
  3. 3. I am worried about the private companies <ul><li>Sir private or govt all comes under regulator called IRDA. </li></ul><ul><li>Collected premium to be accountable only in India </li></ul><ul><li>That is why to make you aware about all I would like to meet you by evening 4 pm or 6 pm will be ok. </li></ul>Babu Rajiv Chairman cochin Port Trust
  4. 4. Give your number I will call you back <ul><li>Please take my number. However , I would not like you to disturb in your busy schedule ,hence I myself will call you back when you are free </li></ul><ul><li>It is possible I may not be available when you contact me and also I may not get the message. You feel hurt if I don’t return your call ; hence I myself will call you back </li></ul><ul><li>Since I am visiting the nearby locality, I will just drop in. if you are available we will discuss things and take the decision. </li></ul>Allen B Vera( HDFC)
  5. 5. Sufficiently insured <ul><li>That is the reason why I would like to meet you and I am sure sir, you will change your opinion after meeting me </li></ul>*** Kalyan Silks case
  6. 6. I had good advisor already <ul><li>Congratulations and good to hear you have an advisor. However, </li></ul><ul><li>I would like to satisfy myself that all your existing policies are in order </li></ul><ul><li>I can give you few more suggestion if required </li></ul><ul><li>I can also gain some precious knowledge from you </li></ul>***Bharathan case
  7. 7. Don’t believe in insurance <ul><li>That is exactly the reason I would like to meet you since no one would have taken a pain of explaining the whole concept of insurance to you </li></ul><ul><li>Which is what I intent to do… </li></ul><ul><li>For that I would like to meet you at 5 pm.. </li></ul><ul><li>Will 5 pm be ok or 6pm be fine. </li></ul>SBI Zonal Head Anantharaman Concept Of Life Insurance
  8. 8. Market Crash <ul><li>Sir this is the right time to discuss about this stock market goes down but it never stay down </li></ul><ul><li>I will give you a clear Picture about it when I meet you </li></ul><ul><li>Is it ok if I meet you by 5 or 7 will be fine </li></ul>Stock market story
  9. 9. Guarantee / Returns <ul><li>Even you know very well about the Guarantee and Returns </li></ul><ul><li>To Throw More lights on it I would like to meet you by this evening </li></ul><ul><li>Is it ok by 5pm or 7 will be fine </li></ul>Equity Market Behavior
  10. 10. Bank Deposit Economic Times 1 st November 2008 Are Safe???
  11. 11. I am busy I’ll let you know <ul><li>The matter I wants to discuss is so important that should not be delayed </li></ul><ul><li>I know you are busy, I want you to be busy always, but I want only few minutes of your valuable time </li></ul><ul><li>Prospective people like you will be Busy always I would also like to prosper in life for that I would like to meet you By 4 Pm </li></ul><ul><li>Is it ok By 4 or 6.30 be fine </li></ul>Venkatachalam C A
  12. 12. Out of station call afterwards <ul><li>When are you going sir? </li></ul><ul><li>I would like to meet you before you leave </li></ul><ul><li>When are you coming Back? </li></ul><ul><li>The Subject I want to discuss is so important to your life so I would like to meet you By 4.30 or 6 be fine </li></ul>
  13. 13. Talk to my wife <ul><li>Sure sir, I’ll talk to her also, but tell me when both of you will be available </li></ul><ul><li>The matter I discuss concern the whole family </li></ul><ul><li>Your wife may not like the fact of discussing the topic of insurance in your absence </li></ul>Rajan HOCL
  14. 14. Contact after 6months <ul><li>When you meet me you will feel that we should meet earlier </li></ul><ul><li>More over death, disease and disability will not come to us with prior notice </li></ul><ul><li>The investment strategy , which I have in mind for you will give you much more in addition to the tax benefits </li></ul>Alamelu Sankaran Case Ravishankar school Correspondent
  15. 15. I am short of funds <ul><li>Sir, today you are alive & thinking you don’t have money… suppose you are not there your family wants money… what will they do… </li></ul><ul><li>The question of money comes after that there is a need for insurance </li></ul><ul><li>Let me come and explain the concept of insurance and then let’s decide how & from where the money can be organized </li></ul>*** implementation of personal B/s Ragam Theatre Owner
  16. 16. Today isn't auspicious <ul><li>I never insist you to buy a policy sir, </li></ul><ul><li>Okay ; we will meet tomorrow morning 10 am or evening 5 pm will be ok </li></ul>
  17. 17. I’ll think about it <ul><li>You can take your time to think over it, but if we meet personally and discuss the same, the queries if any can be sorted out across the table. It will make the decision making a lot more easier </li></ul>
  18. 18. I will compare with competition <ul><li>That is precisely why I want to meet you. Should I come at 3 pm or 4 pm will be ok </li></ul>Mohan Chandrasekar
  19. 19. How much rebate you give <ul><li>We will discuss the same when we meet personally because this matter can not be discussed over phone </li></ul>*** Doctor story
  20. 20. Discuss with my CA <ul><li>Yes sir, you need to… But this is the decision on your family and life. </li></ul><ul><li>They are expert in accounting and taxes </li></ul><ul><li>I am expert in Advising about your life, safeguarding your family. and future of your children </li></ul><ul><li>That is the reason why I would like to meet you this evening by 5 pm or 7pm will be ok </li></ul>T R Venkateswaran GM-Shipyard
  21. 21. Other companies premiums are Lower than yours <ul><li>Sir we can not compare apple with Oranges no companies will have the same featured products </li></ul><ul><li>Agents those who don’t know how to explain this will definitely confuse that is the reason I would like to meet you </li></ul><ul><li>Is it ok if I come to you by 4.30pm or 7 will be fine </li></ul>
  22. 22. I forget to bring my Cheque Book <ul><li>That we will come to a decision after discussion and it can be organized well </li></ul><ul><li>And Cheque I will collect it tomorrow also </li></ul><ul><li>What time I should meet you 4pm or 7 will be ok </li></ul>Lt Cdr Sethu
  23. 23. Is there any Logic in the way Stock Market Behaves? Economic Times 1 st November 2008
  24. 24. COST OF LIVING-AN APPROACH ITEMS 1989 2008 % increase 2027 1 Plate Idly 0.75 9.00 1200.00% 108.00 1 kg of Onion 2.00 15.00 750.00% 112.50 1 litre of edible oil 20.00 105.00 525.00% 551.25 1 litre of milk 6.00 16.00 266.67% 42.67 1 kg of Rice 8.00 30.00 375.00% 112.50 1 kg of Mutton 40.00 220.00 550.00% 1210.00 1 litre of Petrol 15.00 50.00 333.33% 166.67 Auto fare per Km 2.00 9.00 450.00% 40.50 Consultation fee for a Doctor (Minor Ailments) 10.00 100.00 1000.00% 1000.00
  25. 25. <ul><li>***Thank you </li></ul><ul><li>Happy Selling*** </li></ul>